• Full enterprise sales cycle. • Pipeline development. • Strategic discovery. • Category selling. • Demo and proposal ownership. • Multi-stakeholder navigation. • Pipeline discipline. • Voice of customer.

• Drive new logo acquisition through strategic prospecting, outbound outreach, marketing leads, and partner referrals. • Identify upsell and cross-sell opportunities by understanding evolving customer needs and aligning them with OneStream’s solutions. • Build and maintain a healthy pipeline through self-sourced efforts and collaboration with Customer Success, Business Development, Marketing, and Alliances. • Maintain clean, accurate, and up-to-date Salesforce records to support data-driven decision making, forecast accuracy, and cross-functional alignment. • Prepare and present tailored business cases, proposals, and SaaS agreements that align customer objectives with OneStream’s value proposition. • Balance new business and existing account growth to meet or exceed sales targets. • Serve as a consultative partner, delivering insights and value that support long-term customer success and retention. • Clearly articulate OneStream’s differentiators through compelling written, virtual, and in-person presentations. • Accurately track and forecast sales opportunities while ensuring timely knowledge transfer across internal teams and external stakeholders. • Conduct discovery sessions, research, and demos to assess and align OneStream offerings with client challenges. • Create high-impact proposals and responses to client requests, supporting revenue growth and strategic alignment.

• Proactively identify new sales opportunities within the existing customer base by understanding their evolving needs and challenges and OneStream’s value proposition. • Introduce additional products or services that meet the evolving needs of our customers, driving upsell and cross-selling opportunities. • CRM knowledge transfer, sales pipeline management, and proposal preparation. • Grow pipeline via direct efforts / prospecting, as well as via business partners such as Customer Success, Business Development, Marketing, and Alliances. • Provide proactive and consultative guidance that will add value to their business objectives, ensuring high retention and net revenue growth for OneStream. • Prepare joint business cases that align prospects and customers’ business objectives with OneStream’s solutions and value propositions and leverage them in sales cycles to establish and build alignment to support revenue generation. • Achieve sales targets. • Develop and execute business plans to achieve sales targets. • Accurately track and forecast sales opportunities. • Ensure timely and accurate knowledge transfer across internal teams, such as Business Development, Pre-Sales, Alliances, and Customer Success, as well as to external collaborators such as Customers, Prospects, and Alliance Partners. • Assess prospects and customers’ needs for OneStream offerings via research, discovery sessions and solution demonstrations. • Prepare proposals and SaaS agreements to prospects and customers to drive sales. • Identify opportunities for OneStream to use case expansion within customer accounts to drive additional revenue. • Develop comprehensive proposals in response to client and prospect requests. • Actively role model sales professionalism, may engage as a coach and mentor across the Sales teams.

Role Description What you'll do: - Prospecting & lead generation: Identify and target potential customers through research, networking, and cold calling. Build new relationships with our enterprise customers and prospects to drive revenue, pipeline, and deployment capacity. - Manage relationships: Build and maintain strong relationships with key decision-makers and stakeholders with our largest customers. Serve as their primary point of contact and exceed their expectations. - Negotiating & closing complex deal cycles: Lead negotiations with existing and prospective customers, addressing objections and closing deals. Navigate contracts and agreements quickly and effectively, working closely with legal and finance stakeholders. - Sales strategy & planning: Develop and execute sales strategies to meet or exceed sales targets. Craft tailored sales presentations and proposals that meet our enterprise customers' needs. Collaborate with our marketing team to implement effective sales campaigns and presentations. - Help define our sales motion: We’re an early team, and your work will directly impact how our GTM function operates and succeeds. - Collaborate cross functionally: Work closely with our broader GTM team, as well as our product, technical, and operations orgs to deliver our industry-leading product. Qualifications - 6+ years of experience in an enterprise customer-facing sales role, identifying and closing large accounts. - Enterprise experience: Experience managing a $1M+ quota, and running end-to-end complex deals. - Strong communication skills: Exceptional verbal and written communication abilities. - Analytical mindset: Ability to analyze market trends, identify opportunities, and make data-driven decisions. - Prospecting & lead generation: Proven track record of identifying and targeting potential enterprise clients through research, networking, and cold calling. Requirements - Industry knowledge: Familiarity with the AI landscape, key players, and emerging trends. - Experience building GTM strategies: Building sales teams and sales motions from scratch, or from early stage growth.