Mid-Market Account Executive

BlackLine; United States; Hybrid; USD 74,000 - 88,000; Full time

Benefits offered by this job

Wellness plans

Professional development seminars

Job summary

BlackLine is seeking a Mid-Market Sales Executive to deliver its SaaS platform to accounting and finance teams. You will build and manage a pipeline, close deals, and collaborate with marketing to accelerate revenue in North America.

You will travel within North America and negotiate pricing while developing a strong understanding of BlackLine products to communicate their value. A track record of meeting quotas and experience selling finance software are essential.

Qualifications

• 2+ years of experience selling finance/accounting software and/or SaaS solutions.
• Proven track record of meeting and exceeding sales quotas.
• Experience in fast-paced sales environments.
• Excellent verbal and written communication skills.
• Experience selling to CFOs and finance departments is a plus.
• Bachelor's degree or equivalent experience.

Responsibilities

• Contribute as a member of the mid-market team to achieve overall strategic group objectives.
• 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 to visit prospects in territory, regional events, and conferences.
• Ability to negotiate pricing and contract terms with customers.
• 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.
• Establish effective sales strategies and tactics that result in new account business generation.
• 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.

Skills

SaaS sales

Finance software

Pipeline management

Communication

Education

Bachelor's degree or equivalent

Tools

Salesforce

Job description

Make Your Mark

The Mid-Market Sales Executive delivers the BlackLine software-as-a-service (SaaS) platform to accounting and finance teams in a multi-billion dollar market space. The Mid-Market Sales Executive has broad authority to construct his/her pipeline, a steady stream of pre-qualified opportunities, and support from BlackLine's experienced team of sales and solutions experts.

Make Your Mark

The Mid-Market Sales Executive delivers the BlackLine software-as-a-service (SaaS) platform to accounting and finance teams in a multi-billion dollar market space. The Mid-Market Sales Executive has broad authority to construct his/her pipeline, a steady stream of pre-qualified opportunities, and support from BlackLine's experienced team of sales and solutions experts.

You’ll Get To

• Contribute as a member of the mid-market team to achieve the overall strategic group objectives
• 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 to visit prospects in territory, regional events, and conferences
• Ability to negotiate pricing and contract terms with customers
• 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
• Establish effective sales strategies and tactics that result in new account business generation
• 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

What You’ll Bring

• 2+ years of experience selling finance/accounting software and/or SaaS solutions
• Proven and consistent track record of meeting and exceeding sales quotas
• Ability to demonstrate flexibility and comfort in fast-paced sales environment
• Excellent verbal and written communication skills
• 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

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.

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.

Salary Range

$74,000.00-$88,000.00

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.