Mid-Market Account Manager

BlackLine is a technology-based company focused on finance automation solutions. The Mid-Market Account Manager manages a portfolio of existing customers, drives expansion revenue, and owns the post-sale commercial relationship. The role involves consultative selling, account growth, renewal protection, CRM management, and collaboration with cross-functional teams.

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%

Requirements:

• • Travel required, approx. 40%
• • BA/BS degree required
• • A Proven Track Record of Sales Success: 2+ 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
• • Consultative Selling Expertise: 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
• • Relationship-Driven "Hunter" Mentality: A people-oriented professional with exceptional relationship-building skills combined with the drive to find and close new business
• • Business & Financial Acumen: 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
• • Deal-Making Skills: Proven experience drafting, negotiating, and finalizing a variety of client contracts and documents
• • Results-Oriented Mindset: A strong results orientation with a dedicated client focus and the ability to thrive in a fast-paced, high-volume environment
• • Exceptional Communicator: Outstanding analytical, oral, and written communication skills
• • Collaborative & Independent: The ability to work independently to drive your own success while also being a strong collaborator in a team setting
• Candidates who live within a reasonable commute to one of our offices will work in the office at least 3 days a week
• • Accounting and/or BlackLine experience is a significant plus