Note: The job is a remote job and is open to candidates in USA. BlackLine is a leading provider of cloud software that automates and controls the entire financial close process. As a Senior Mid-Market Account Manager, you will drive growth and expand revenue within existing customer accounts by acting as a trusted advisor, while managing the entire sales cycle for add-ons and renewals.
Responsibilities
- Crush Your Numbers: Consistently achieve and exceed monthly sales targets and recurring revenue quotas by strategically managing your account pipeline
- Drive Expansion Revenue: Develop and execute strategic sales plans to expand business within your accounts. You will be responsible for the entire sales cycle for add-ons, including selling new modules, additional users, upgrades, and renewals
- Own the Commercial Relationship: Own the commercial relationship with clients post-sale, turning every interaction into an opportunity to strengthen the partnership and uncover new revenue streams
- Hunt for Opportunity: Proactively hunt for expansion opportunities within your accounts through regular client outreach, business reviews, and a deep understanding of their evolving needs and challenges (i.e., mergers, acquisitions, divestitures)
- Master Consultative Selling: Work as a team with Customer Success Managers to build and maintain Client Roadmaps, demonstrating the ROI of BlackLine's solutions and creating a compelling business case for further investment
- Run a Tight Ship: Meticulously maintain all account, contact, and opportunity information in our CRM system to ensure an accurate sales forecast and a clear view of all activities
- Save at-Risk Revenue: Proactively identify and manage accounts at risk of cancellation, skillfully navigating objections and reinforcing value to secure the renewal
- Be a Team Player: Collaborate closely with Implementations, Training, Support, and other teams to ensure your clients' expectations are met, creating a seamless experience that fosters loyalty and opens doors for future sales
- Travel required, approx. 40%
Skills
- 3+ years of experience in an Account Management or sales role where you were responsible for a quota, with a proven history of consistently meeting and exceeding it
- A well-developed consultative selling style with the ability to act as a knowledgeable advisor, particularly when selling into the CFO's organization and Accounting/Finance departments
- A people-oriented professional with exceptional relationship-building skills combined with the drive to find and close new business
- A sharp business sense with the ability to understand a client's financial drivers, identify creative solutions to their problems, and translate that into commercial opportunities
- Proven experience drafting, negotiating, and finalizing a variety of client contracts and documents
- A strong results orientation with a dedicated client focus and the ability to thrive in a fast-paced, high-volume environment
- Outstanding analytical, oral, and written communication skills
- The ability to work independently to drive your own success while also being a strong collaborator in a team setting
- BA/BS degree required
- Accounting and/or BlackLine experience is a significant plus
Benefits
- Short-term and long-term incentive programs, based on eligibility
- A robust offering of benefit and wellness plans
- BlackLine offers a wide variety of professional development seminars and inclusive affinity groups to celebrate and support our diversity
- Candidates who live within a reasonable commute to one of our offices will work in the office at least 3 days a week
Company Overview
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