Why This Job is Featured on The SaaS Jobs
Selling net new in the commercial segment remains one of the clearest windows into how modern SaaS companies build repeatable revenue, and this Account Executive role sits squarely in that motion. The focus on a defined East territory and first time customer acquisition reflects a SaaS go to market model where pipeline creation, discovery, and multi stakeholder deal navigation are core levers, rather than reliance on inbound demand alone. The emphasis on consultative selling also signals a product that is positioned around business outcomes, a common pattern in enterprise oriented SaaS.
For a long term SaaS sales career, the role offers practice in the fundamentals that translate across categories: building coverage from outbound and partners, managing forecast discipline in a CRM, and progressing opportunities through structured methodologies. Exposure to C level conversations and longer deal cycles is especially portable for professionals who want to move upmarket over time, since it sharpens value framing, mutual action planning, and internal alignment with pre sales, marketing, and alliances.
This position tends to fit sellers who prefer ownership of territory strategy and are comfortable creating demand as well as closing it. It also suits professionals who like working cross functionally without losing individual accountability, and who value process rigor in pipeline management alongside relationship building in the field.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job Description
Account Executive - Commercial East (Net New)
Location: Remote, USA - New York, Connecticut, New Jersey
Employment Type: Full-Time
Compensation Range: $125,000.00 - $137,500.00 (range applies to US candidates only)+ Benefits/Variable Comp/Equity - Range may vary based on experience.
Benefits Offered: Vision, Medical, Life, Dental, 401K
Summary
An Account Executive is responsible for driving new business growth within a defined territory. The role is focused on identifying, developing, and closing net-new customer opportunities, with a strategic emphasis on expanding OneStream’s footprint into untapped markets and organizations.
The Account Executive will take full ownership of pipeline generation and progression, leveraging a consultative, value-based sales approach to demonstrate how OneStream’s SaaS platform addresses complex business needs. You will be responsible for engaging C-level stakeholders, navigating enterprise sales cycles, and building strong, trust-based relationships with prospective clients.
Success in this role requires a self-starter with exceptional prospecting capabilities, a deep understanding of the financial and operational challenges facing modern enterprises, and a passion for winning new business.
This role will collaborate cross-functionally with Marketing, Pre-Sales, Business Development, and Strategic Alliances to maximize market reach and accelerate deal velocity. While some collaboration with existing accounts may occur, the primary focus of this role is new logo acquisition and revenue growth.
The ideal candidate location is based in New York, Connecticut, or New Jersey. Please note, travel may be required up to 50% or more to meet sales objectives and company events.
Primary Duties and Responsibilities
- New Business Development: Drive new logo acquisition through strategic prospecting, outbound outreach, marketing leads, and partner referrals.
- Account Expansion: Identify upsell and cross-sell opportunities by understanding evolving customer needs and aligning them with OneStream’s solutions.
- Pipeline Generation: Build and maintain a healthy pipeline through self-sourced efforts and collaboration with Customer Success, Business Development, Marketing, and Alliances.
- Salesforce Hygiene: Maintain clean, accurate, and up-to-date Salesforce records to support data-driven decision making, forecast accuracy, and cross-functional alignment.
- Sales Execution: Prepare and present tailored business cases, proposals, and SaaS agreements that align customer objectives with OneStream’s value proposition.
- Quota Achievement: Balance new business and existing account growth to meet or exceed sales targets.
- Customer Partnership: Serve as a consultative partner, delivering insights and value that support long-term customer success and retention.
- Value Communication: Clearly articulate OneStream’s differentiators through compelling written, virtual, and in-person presentations.
- Opportunity Management: Accurately track and forecast sales opportunities while ensuring timely knowledge transfer across internal teams and external stakeholders.
- Needs Assessment: Conduct discovery sessions, research, and demos to assess and align OneStream offerings with client challenges.
- Proposal Development: Create high-impact proposals and responses to client requests, supporting revenue growth and strategic alignment.
Required Education and Experience
- 3–5+ years of B2B sales experience, with a strong focus on new business; high-potential candidates with less experience will also be considered.
- Proven track record of consistently exceeding quotas through net-new customer acquisition.
- Demonstrated success in prospecting, pipeline generation, and closing complex deals.
- Hunter mindset with ability to drive outbound efforts and convert leads from multiple channels.
- Skilled at articulating solution value to senior stakeholders and navigating multi-threaded sales cycles.
- Strong command of sales methodologies such as MEDDPICC or Challenger to manage complex sales cycles.
- Strategic thinker with business acumen to align solutions with customer pain points and goals.
- Comfortable operating independently in fast-paced, high-growth environments.
- Experienced in collaborating with Marketing, Product, Business Development, and Pre-Sales to accelerate deal velocity.
Preferred Education and Experience
- University Degree or College Diploma in Sales, Business Administration, Marketing or a related field.
- Prior sales experience in the SaaS industry, especially within the CPM / EPM industry or financial software space.
Knowledge, Skills, and Abilities
- Demonstrates a strategic mindset with a focus on long-term value creation.
- Consistently driven by goals and measurable outcomes.
- Maintains a strong customer-centric approach across all initiatives.
- Possesses strong commercial acumen and sound business acumen to drive sustainable growth.
- Proven ability to build and maintain trusted relationships with C-level executives and key stakeholders.
- Adept at identifying, understanding, and proactively responding to evolving customer needs.
- Highly flexible and adaptable, with the ability to navigate complex and changing environments.
Travel
- Travel may be required up to 50% or more to meet sales objectives and company events.
Who We Are
OneStream is how today’s Finance teams can go beyond just reporting on the past and Take Finance Further™ by steering the business to the future. It’s the only enterprise finance platform that unifies financial and operational data, embeds AI for better decisions and productivity, and empowers the CFO to become a critical driver of business strategy and execution. Our vision is to be the operating system for modern finance, digitizing core financial functions and empowering the CFO to become a critical driver of business strategy. To learn more visit www.onestream.com.
Why Join The OneStream Team
- Transparency around corporate structure, salary, and benefits
- Core value of customer success
- Variety of project work (not industry specific)
- Strong culture and camaraderie
- Multiple training opportunities
Benefits at OneStream
OneStream employees are passionate, hardworking individuals who go above and beyond to keep our customers happy and follow through on our mission statement. They consistently deliver the best and in turn, we make every effort to keep them cared for and happy. A sample of the benefits we provide are:
- Excellent Medical Plan
- Dental & Vision Insurance
- Life Insurance
- Short & Long-Term Disability
- Vacation Time
- Paid Holidays
- Professional Development
- Retirement Plan
All candidates must be legally authorized to work for any company in the country where this position is located without sponsorship.
OneStream is an Equal Opportunity Employer.
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