Role Description An 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 Account Director takes 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. The individual is 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 Account Director collaborates 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. Please note, the ideal candidate location is in Vancouver, Canada. Qualifications - 5-10+ 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. Requirements - 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. - Act as a role model across the sales organization by demonstrating professionalism, accountability and collaborative selling behavior. Benefits - Excellent Medical Plan - Dental & Vision Insurance - Life Insurance - Short & Long-Term Disability - Vacation Time - Paid Holidays - Professional Development - Retirement Plan

• Drive New Business: Identify and develop new opportunities within a defined territory, targeting enterprise accounts to secure new logos. • Own the Sales Cycle: Manage the entire sales process—from prospecting and qualification to closing six-figure deals. • Engage Strategic Stakeholders: Build relationships across multiple lines of business, engaging with C-level executives, operational leaders, and key decision-makers. • Deliver Tailored Solutions: Develop a deep understanding of customer needs and demonstrate how Celonis’ solutions can solve their strategic and operational challenges. • Showcase Value: Present use-case-specific pitches and demos, independently or in collaboration with Value Engineers, to highlight the measurable impact of Celonis solutions. • Collaborate with Partners: Work closely with Big 4 consulting firms, SaaS providers, and industry partners to enhance the value proposition for your prospects. • Leverage Team Support: Partner with your virtual team, including business development representatives, pre-sales, customer success, marketing managers, and partner managers, to drive success.

• Drive New Business: Identify and develop new opportunities within a defined territory, targeting enterprise accounts to secure new logos. • Own the Sales Cycle: Manage the entire sales process—from prospecting and qualification to closing six-figure deals. • Engage Strategic Stakeholders: Build relationships across multiple lines of business, engaging with C-level executives, operational leaders, and key decision-makers. • Deliver Tailored Solutions: Develop a deep understanding of customer needs and demonstrate how Celonis’ solutions can solve their strategic and operational challenges. • Showcase Value: Present use-case-specific pitches and demos, independently or in collaboration with Value Engineers, to highlight the measurable impact of Celonis solutions. • Collaborate with Partners: Work closely with Big 4 consulting firms, SaaS providers, and industry partners to enhance the value proposition for your prospects. • Leverage Team Support: Partner with your virtual team, including business development representatives, pre-sales, customer success, marketing managers, and partner managers, to drive success.

• Identify and pursue new business opportunities with cities, towns, counties, townships, special districts, and other local governmental agencies within the assigned territory. • Build and maintain relationships with key public sector decision-makers, including city/county administrators, public works and engineering directors, procurement officers, and elected officials. • Monitor capital improvement plans (CIPs), council/commission agendas, and municipal budgets to identify upcoming infrastructure projects and funding opportunities. • Track and respond to RFQs, RFPs, and public procurement notices; coordinate and support proposal development in partnership with technical and marketing teams. • Represent United at municipal league meetings, public works association events, chamber of commerce functions, trade shows, and other local government-focused conferences. • Develop and execute a strategic business development plan and maintain an active pipeline of prospective municipal clients and projects using the firm's CRM. • Collaborate with project managers and technical staff to align proposed services with client needs and agency priorities. • Stay current on state and local funding mechanisms (e.g., SRF loans, bond referendums, grant programs, federal infrastructure funding) that impact public agency capital spending. • Assist in preparing and delivering presentations, qualification packages, and interview materials for short-listed pursuits. • Provide regular pipeline updates, win/loss analysis, and market intelligence to firm leadership. • Maintain the confidentiality of information regarding clients and company practices.