Mid-Market Account Manager

BlackLine Systems, Inc.; Los Angeles (CA); On-site; USD 74,000 - 88,000; Full time

Job summary

BlackLine Systems, Inc. is seeking a Mid-Market Account Manager to own a dedicated book of business and drive growth within existing customers.

You will act as a trusted advisor, managing the full sales cycle for add-ons and renewals while expanding partnerships with mid-market accounts. You will nurture relationships, uncover new revenue streams, and collaborate with Customer Success to build client roadmaps and demonstrate ROI.

Qualifications

• BA/BS degree required.
• 2+ years of sales/account management with quota responsibility.
• Consultative selling expertise with CFO/Accounting/Finance focus.
• Relationship-driven hunter mentality with strong client empathy.
• Strong business/financial acumen and ability to translate needs into opportunities.
• Proven deal-making skills in drafting, negotiating, and finalizing contracts.
• Results-oriented mindset with client focus in high‑volume environment.
• Excellent written and oral communication skills.
• Ability to work independently and collaboratively within a team.

Responsibilities

• Achieve and exceed monthly sales targets and revenue quotas.
• Develop and execute strategic plans to expand within accounts and own the full sales cycle for add-ons.
• Manage post-sale relationships to grow revenue and renewals.
• Hunt for expansion opportunities through client outreach and reviews.
• Coordinate with Customer Success, Implementations, Training and Support teams.
• Maintain accurate CRM data to forecast effectively.
• Identify and manage at-risk accounts and address objections.
• Collaborate with cross-functional teams to meet client expectations.
• Travel approximately 40% to engage with clients.

Skills

Account management

Consultative selling

Relationship building

Business acumen

Deal making

Results oriented

Communication

Collaborative & independent

Education

BA/BS degree

Job description

Make Your Mark

As a Mid-Market Account Manager, you are the CEO of your own book of business. Your mission is to drive growth and expand revenue within our existing customer base by acting as a trusted, strategic advisor. You will own a dedicated portfolio of mid-market accounts (under $750M in annual revenue), transforming them into long-term partners and champions for BlackLine. This is a role for a "hunter" who excels at farming—someone who can nurture relationships to uncover and close new business opportunities.

Responsibilities

• Consistently achieve and exceed monthly sales targets and recurring revenue quotas by strategically managing your account pipeline.
• 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 with clients post‑sale, turning every interaction into an opportunity to strengthen the partnership and uncover new revenue streams.
• 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).
• 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.
• 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.
• Proactively identify and manage accounts at risk of cancellation, skillfully navigating objections and reinforcing value to secure the renewal.
• 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%

What You'll Bring

• 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.

We're Even More Excited If You Have

• Accounting and/or BlackLine experience is a significant plus.

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.

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.

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.

About the Work Environment

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.” Sound good? Check out our open positions and see if there's a fit for you.

At BlackLine, we follow a comprehensive recruitment process which is undertaken by our talent acquisition team. We conduct personal interviews of all potential job seekers and do not follow practice of making employment offers based solely on a candidate's resume. We do not solicit any payment under the name of security deposit and/or visa/work‑permit processing fee, etc., either refundable or non‑refundable, at any stage of the recruitment process.

Openings at BlackLine are listed on our career webpage in addition to being advertised in job portals. Job seekers are requested to be vigilant of any fraudulent or suspicious activities in protection of their interest.

BlackLine shall not be held liable for any loss or damage, direct or indirect, incurred as a result of this act.