Account Director - Commercial (Toronto)

Account Director - Commercial (Toronto) Employment Type : Full-Time

Summary

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.

The ideal candidate location is based in the Toronto metro area or Montreal, Canada. 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.

Sales Excellence: Act as a role model across the sales organization by demonstrating professionalism, accountability and collaborative selling behavior.

Required Education and Experience

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.

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.

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

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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