Why This Job is Featured on The SaaS Jobs
Enterprise SaaS vendors selling into state and local government operate in a market where buying cycles, compliance expectations, and stakeholder alignment differ materially from commercial segments. A Director, Sales focused on this territory signals a role built around navigating structured procurement, multi-year programs, and a defined regional motion, rather than opportunistic deal making. The remit also implies close coordination between product positioning, pricing, and partner access that is common in platform-style SaaS serving regulated customers.
From a SaaS career perspective, this type of leadership seat tends to sharpen the mechanics that scale revenue predictably: territory design, repeatable pipeline creation, and disciplined forecasting against a quota. Managing and developing a team of account managers adds another layer of operational leverage, building experience in coaching to process, improving CRM hygiene, and translating market feedback into strategy. Exposure to complex, consultative selling at the C level is also a durable skill across enterprise SaaS categories.
This role will suit a sales leader who prefers structured planning, measurable targets, and a coaching-first approach to performance. It aligns well for someone who wants ownership of a defined segment and is comfortable spending significant time in the field to advance late-stage opportunities and maintain executive relationships.
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
Director, Sales (State & Local)
Location: Remote, USA
Employment Type: Full-Time
Benefits Offered: Vision, Medical, Life, Dental, 401K
Gross Annual Base Salary: USD 185,000
Additional variable compensation and benefits may apply. Total compensation is based on experience, skills, and location using objective, job-related criteria.
Summary
The Director of Sales is responsible for coordinating and developing all activities related to the sale of the organization’s products and services within North America for State and Local and achieving sales and profitability goals in that region. The Sales Director provides direction and leadership to the regional sales team. This includes building, developing and directing the team to ensure high customer satisfaction and the achievement of sales goals. The Director of Sales is also responsible for developing a comprehensive understanding of the current market in order to formulate sales strategies and set sales targets.
The ideal candidate location is based in central or east time zones.
Primary Duties and Responsibilities
- Set the plan for the account territory.
- Hire and develop Account Managers.
- Mentor team on importance of accurate and timely forecasting leveraging published OneStream standards.
- Timely and accurate team forecasts.
- Develop and adhere to business plans to achieve the vision.
- Forecast and track sales of accounts.
- Conduct analyses to determine pricing and terms of related products and services within the current market, and customer needs and preferences.
- Leverage existing base of industry/partner contacts and clients as points-of-access to promote OneStream products and services.
- Mentor team on cultivating new Enterprise-level client accounts as well as maintain existing account relationships to achieve team sales targets.
- Mentor team to conduct research into potential new clients to develop effective sales strategies in preparation for initial engagement.
- Facilitate a high-profile presence in the marketplace through the development of long-term client relationships/partnerships.
- Guide team to develop comprehensive proposals in response to client RFQ/RFP’s.
- Be a leader of OneStream product knowledge and industry knowledge/trends, always adhering to our goal of 100% customer success.
Required Education and Experience
- 1+ years of sales management experience, including hiring, coaching, and developing Account Executives.
- 3+ years of quota-carrying sales experience in enterprise or SaaS environments, with a portion focused on state & local accounts preferred.
- Experience focused on State & Local accounts.
- Experience working in a consultative capacity with C-level customers on complex cloud-based, on premises, or hybrid solutions.
- Extensive customer service experience in assessing and evaluating customer needs and satisfaction, and meeting specified standards with respect to products and services.
- Exceptional oral and written comprehension, communication and presentation skills.
- Experience demonstrating, promoting, and selling products/services.
Preferred Education and Experience
- Experience leading a similar sales team is preferred.
- Knowledge and experience with marketing/sales strategy and tactics.
- Knowledge of administration, business, and management principles.
- Experience with MS Office, Customer Relationship Management software, and other analytical or project management tools.
- Extensive experience working in a team environment.
- Track record of exceeding revenue goals.
- Four-year college degree in fields such as (but not limited to) Business Administration, Marketing, or equivalent work experience.
Knowledge, Skills, and Abilities
- Professional.
- Strategic.
- Capable of building rapport with C-level executives and customers.
- Highly organized.
- Tech-savvy.
- Ability to understand and react to customer needs.
- Willingness to travel.
- Flexible and adaptable.
- Goal driven.
Supervisory Responsibilities
Travel
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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