Senior Mid-Market Account Manager

BlackLine is a leading provider of cloud software that automates and controls the entire financial close process. The Senior Mid-Market Account Manager will be responsible for selling enterprise software solutions to CFOs and Controllers, establishing sales strategies, achieving sales quotas, and building relationships with clients.

Responsibilities:

• Contribute as a member of the mid-market team to achieve the overall strategic group objectives
• Establish effective sales strategies and tactics that result in new account business generation
• Achieve or exceed monthly sales quotas, including deals closed, users added and conversion time
• Meet prospecting and business development goals, including call volume and pipeline building
• Convert prospects to clients by fielding pre-qualified opportunities, conducting discovery and building relationships, using best practices to maximize the sales process
• Collaborate with demand generation and marketing to expand pipeline and increase sales velocity
• Document daily activity in Salesforce and build and maintain accurate pipeline
• Develop and maintain territory business plan and deliver accurate weekly, monthly and quarterly forecast commitments to sales management
• Presentation development and delivery to all level of management including accounting professionals, C Level Finance Executives and IT
• Ability to travel within North America 35% of the time to visit prospects in territory, regional events and conferences
• Ability to negotiate pricing and contract terms with customers
• Work closely with other departments and support staff to assist with coordination of RFPs, demos, legal contracts and implementation of software and ensure client satisfaction
• Learn and become proficient in the BlackLine applications and develop an understanding of the product marketplace in order to effectively communicate the value proposition
• Show passion for BlackLine application and desire to enhance customer satisfaction
• Will assist new hires in on-boarding, education and assist in sales cycles and deal strategy
• When called upon, will assist team in competitive and strategic opportunities
• In addition to achieving Quota, focus on at least one strategic new logo opportunity in territory $100K+
• Build out network of strategic relationships with affiliate, Channel and strategic associations such as CPA Chapter, FEI Chapter
• Must lead by example and carry self to the highest standards of professionalism and conduct

Requirements:

• 5+ years of direct B2B software solution sales experience
• Proven and consistent track record of building accurate sales pipelines and forecasts, and meeting and exceeding sales quotas
• Flexible team player able to work in a fast-paced working environment with self-initiative
• Excellent verbal and written communication skills
• Candidate must be a strong hunter
• Experience negotiating with C-level Executives and technology decision influencers, leveraging Value-Based Selling Techniques
• Knowledgeable advisor to clients and prospects with a well-developed consultative selling style
• Adhere to the highest standards of integrity and professionalism
• Proven track record of achieving annual quota 1+ times and at least 6 quarters
• Demonstrated exceptional understanding of the BlackLine Solution
• Proven ability to close self-generated opportunities
• Demonstrated accurate Forecasting (+-15%)
• Demonstrated ability to effectively negotiate deals and close opportunities $50K+
• Must be looked up to within the team as a leadership role model
• Must be a high energy, self-motivated and managed individual with great attention to detail and the ability to multi-task
• Must be able to travel 35% of the time
• Preferred experience selling finance/accounting software solutions and/or background in selling into the CFO's organization and Accounting/Finance departments
• Experience selling SaaS Software to Mid-Market organizations
• Bachelor's Degree or equivalent experience