Why This Job is Featured on The SaaS Jobs
This Senior Account Director role stands out in the enterprise SaaS segment where revenue is won through long, multi-stakeholder buying cycles and clear value articulation. With a defined Higher Education territory across the Southeast, the position reflects a common SaaS go-to-market motion: pairing vertical focus with regional coverage to build repeatable pipeline and tighten messaging for a specific buyer set.
For SaaS sales professionals, the career value is in sharpening the mechanics that translate across platforms and categories: disciplined pipeline creation, structured qualification, and forecasting rigor in Salesforce. The remit also signals meaningful exposure to cross-functional execution, working with marketing, pre-sales, business development, and alliances, which mirrors how mature SaaS organizations coordinate to move complex deals from discovery to close.
The role is best suited to someone who prefers owning outcomes end to end, from prospecting through executive-level negotiation, rather than inheriting a book of business. It will fit a seller who is comfortable being measured on net-new acquisition while still spotting expansion paths, and who can operate independently in a remote, travel-heavy territory model.
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
Senior Account Director - Higher Ed (Southeast)
Location: Remote, USA - FL, SC, NC, LA, AL, GA, KY, TN, OK
Employment Type: Full-Time
Compensation Range: $125,000.00 - $170,000.00 (range applies to US candidates only)+ Benefits/Variable Comp - Range may vary based on experience.
Benefits Offered: Vision, Medical, Life, Dental, 401K
Summary
A Senior Account Director 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 Senior Account Director 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. This role 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.
The Senior Account Director 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 the Central, South, Southeast, or East region. 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.
- Cross Functional Leadership: Contribute to key internal initiatives (e.g. sales enablement, process improvement and may deputise for the Sales Director as needed.
- Mentorship & Sales Excellence: Lead by example through professional and collaborative selling, mentor team members on sales best practices, and support employee engagement initiatives.
Required Education and Experience
- 3+ years of experience selling into the Higher Education vertical.
- 10+ 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.
- Team first mindset.
- High degree of ownership and autonomy.
- 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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