Enterprise Account Manager

Blackline Systems Inc; Idaho; On-site; USD 115,000 - 136,000; Full time

Job summary

BlackLine is seeking an Enterprise Account Manager to own the full sales and relationship lifecycle within a portfolio of major accounts. You will renew and expand within assigned customers, aligning value with ROI to drive adoption and retention, while coordinating with Success, Marketing, and Value Engineering to maximize revenue.

You will develop strategic plans, engage with C-level executives, and ensure accurate Salesforce forecasting while traveling ~40% to stay connected with clients and

Qualifications

• Customer-centric and strategic mindset to grow and retain accounts.
• Strong relationship-building skills with a track record of growing a portfolio.
• Strong account planning and execution skills.
• Experience selling to C-Level within existing customers.
• Strong time management and ability to handle multiple priorities.
• Excellent verbal and written communication and consultative sales skills.

Responsibilities

• Renew and expand within assigned accounts and hit revenue targets.
• Sell on value and ROI versus pure functionality to drive adoption.
• Build credibility across multiple levels to influence buying decisions.
• Uncover new business initiatives and map them to BlackLine solutions.
• Develop strategic account and territory plans for your book of business.
• Collaborate with Customer Success, Marketing, and Value Engineering to maximize value.
• Create expansion opportunities and align them to value propositions.
• Maintain accurate opportunities in Salesforce and update forecasts.
• Travel approximately 40% and participate in sales training.

Skills

Customer-centric

Relationship-building

Account planning

C-level selling

Technical aptitude

Renewal expansion

Quota attainment

Time management

Clear communication

Consultative selling

Tools

Salesforce

Job description

Make Your Mark:

The Enterprise Account Manager is responsible for the entire sales and relationship management process within a portfolio of existing customers. This role focuses on the retention and growth of BlackLine's products within large corporations with annual revenues exceeding $750 million. The Account Manager is assigned a book of business to manage, develop, and strategically grow. Working in collaboration with sales leadership and the customer success team, the Account Manager engages with VP, Sr. VP, and C-level contacts to deepen relationships, drive adoption, and expand BlackLine's footprint to secure renewal and upsell opportunities.

You’ll Get To:

• Achieve annual sales targets and revenue quotas on a consistent basis by renewing and expanding business within your assigned accounts.
• Sell on value and return on investment vs. technical functionality to drive deeper adoption.
• Build credibility and trust while influencing buying decisions across multiple levels of the customer’s organization.
• Uncover new business initiatives and pain points to map back our solutions across multiple lines of business.
• Build strategic account and territory plans for your book of business.
• Collaborate with and leverage Customer Success, Marketing, & Value Engineering to maximize customer value and revenue production.
• Create expansion demand by uncovering new business problems and matching them to our value proposition.
• Have a deep understanding of the way your customers’ businesses operate, and the priorities that drive decisions from the C-level.
• Collaborate with other BlackLine teams including pre-sales, value engineering, product, operations, and legal.
• Ensure opportunities are accurately reflected and maintained in Salesforce.
• Participate in higher level sales training as defined by the RVP that is commensurate with current sales experience.
• Be a helpful and collaborative teammate within your sales team and the greater BlackLine team.
• Travel required, approx. 40%

What You’ll Bring:

• Exhibits a customer-centric and strategic mentality, with an outstanding ability to grow and retain accounts.
• People-oriented professional with strong relationship-building skills and a proven track record of growing a portfolio of accounts.
• Strong account planning and execution skills.
• History of successfully selling to the C-Level and across both IT and business units within existing customers.
• Strong technical aptitude.
• A proven track record of driving and closing complex renewal and expansion deals.
• Consistent overachievement of quota and revenue goals.
• Strong time management skills.
• Excellent verbal and written communication skills.
• Proven consultative sales solution skills, including the ability to articulate a clear, concise return on investment value statement.
• Ability to maintain a high level of productivity, manage multiple competing priorities, and work effectively under the pressure of time constraints in a fast-paced, complex, collaborative, and team-oriented environment.
• Ability to adapt in a changing environment with a rapidly growing SaaS organization.
• Adherence to the highest standards of integrity and professionalism.
• Ability to listen and apply new learnings from your manager and teammates.
• Experience selling SaaS software to large corporations.

We’re Even More Excited If You Have:

• An independent work ethic with a strong ability to communicate often with your RVP.
• A clear understanding of a team-based sale, utilizing strong networking skills.
• A proven record of expertise in driving high retention rates and identifying expansion opportunities.
• Knowledge of the cloud SaaS industry and/or an accounting background are a bonus.

Thrive at BlackLine Because You Are Joining:

• A technology-based company with a sense of adventure and a vision for the future. Every door at BlackLine is open. Just bring your brains, your problem-solving skills, and be part of a winning team at the world’s most trusted name in Finance Automation!
• A culture that is kind, open, and accepting. It’s a place where people can embrace what makes them unique, and the mix of cultural backgrounds and varying interests cultivates diverse thought and perspectives.
• A culture where BlackLiner’s continued growth and learning is empowered. BlackLine offers a wide variety of professional development seminars and inclusive affinity groups to celebrate and support our diversity.

BlackLine is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity or expression, race, ethnicity, age, religious creed, national origin, physical or mental disability, ancestry, color, marital status, sexual orientation, military or veteran status, status as a victim of domestic violence, sexual assault or stalking, medical condition, genetic information, or any other protected class or category recognized by applicable equal employment opportunity or other similar laws.

BlackLine recognizes that the ways we work and the workplace itself has shifted. We innovate in a workplace that optimizes a combination of virtual and in-person interactions to maximize collaboration and nurture our culture. Candidates who live within a reasonable commute to one of our offices will work in the office at least 3 days a week.

Salary Range:

$115,000.00-$136,000.00

Pay Transparency Statement:

Placement within this range depends upon several factors, including the applicant's prior relevant job experience, skill set, and geographic location.

In addition to base pay, BlackLine also offers short-term and long-term incentive programs, based on eligibility, along with a robust offering of benefit and wellness plans.

We are committed to pay transparency and ensuring candidates have clear information about compensation expectations. For roles that include variable incentive components such as an Incentive Compensation Plan (ICP) or On-Target Earnings (OTE), the compensation structure may follow a split model - for example, a 50/50, 70/30, or 60/40 ratio between base salary and variable incentive.

Accommodations:

BlackLine is committed to creating an inclusive and accessible experience for all candidates. If you require a reasonable accommodation that would better enable your success during the application or interview process, please complete this form.

BlackLine is committed to creating an inclusive and accessible experience for all candidates. If you require a reasonable accommodation that would better enable your success during the application or interview process, please complete this form.