Invoice-to-Cash Enterprise Account Executive

BlackLine Systems, Inc.; New York (NY); Hybrid; USD 115,000 - 136,000; Full time

Job summary

BlackLine Systems, Inc. is seeking an Invoice-to-Cash Account Executive to drive the full sales cycle for enterprise SaaS solutions. You will prospect, build relationships with Controllers and CFOs at large corporations, and close deals with a hunter mentality.

You'll work with marketing, pre-sales, product and operations to create demand and secure revenue, while traveling up to half the time as required by client engagements.

Qualifications

• 5+ years of experience selling enterprise software
• 7+ years SaaS-specific background preferred
• Proven ability to close enterprise deals
• Strong relationship-building with C-level executives

Responsibilities

• Generate and manage a sales pipeline to meet quotas
• Sell on value and ROI, not just features
• Develop account strategy and territory plans
• Collaborate with marketing, BD, and cross-functional teams
• Travel up to 50% as needed to close deals

Skills

Enterprise software sales

SaaS sales

C-level relationship-building

Account planning

Quota attainment

Time management

Verbal and written communication

Hunter mentality

Education

Bachelor's degree in Business, Accounting, Economics, IT, Finance or MBA

Job description

Make Your Mark: The Invoice-to Cash Account Executive serves as the client advocate, providing The I2C Account Executive is responsible for the entire sales process from prospecting to closing business. This role is selling BlackLine's products to, Invoice to Cash leaders, Controllers & CFOs of large corporations with annual revenue greater than $750 million USD. The Account Executive is assigned an account list to manage, develop and market BlackLine's solutions to secure new business in our Software-as-a-Service business model. Working in collaboration with sales leadership and the sales operations team, the Account Executive engages with VP, Sr. VP and C-level contacts within prospective customers developing relationships and closing business at or above expected and assigned levels per period.

What You’ll Get To

• Generating pipeline that leads to closed revenue and quota attainment
• Selling on value and return on investment vs. technical functionality
• Building credibility and trust while influencing buying decisions
• Uncovering business initiatives and pain points to map back our solutions across multiple lines of business
• Building account strategy and territory plan by account tiering
• Collaborating with and leveraging Marketing & Business Development to maximize revenue production
• Creating demand by uncovering business problems and matching them to our value proposition
• Having a deep understanding of the way 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
• Ensures opportunities are accurately reflected and maintained in Salesforce
• Achieve annual sales targets and average monthly revenue quotas on a consistent basis.
• Perform all required training in a timely fashion.
• Willingness to be a helpful teammate within your sales team and the greater BlackLine team.

What You’ll Bring

• 5+ years of experience successfully selling Enterprise software deals
• 7+ years SaaS specific Bachelor's degree in Business, Accounting, Economics, IT, Finance or MBA preferred
• Exhibits "hunter" mentality and possesses outstanding ability to close sales.
• People-oriented professional with strong relationship‑building skills and a proven track record of growing a territory
• Account planning and execution skills
• History of successfully selling C‑Level and across both IT and business units
• Strong technical aptitude
• A proven track record of driving and closing enterprise 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
• Adhere to the highest standards of integrity and professionalism
• Ability to listen and apply new learnings from your manager and teammates
• Willingness to travel up to 50 percent of the time
• Experience selling SaaS software to large corporations

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 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.

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.

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.

Wondering what it’s like to work at BlackLine? Don’t take our word for it. We’ve been voted Best Place to Work by Inc. Magazine four years in a row. Built in LA ranks us in their top 100 Best Places to Work in LA. Reviewers on Glassdoor say we have “smart and kind people,” “phenomenal culture,” and “good work/life balance.”

Openings at BlackLine are listed on our career webpage in addition to being advertised in job portals.