Mid-Market Account Manager

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

Job summary

BlackLine is seeking a Mid-Market Account Manager to own a portfolio of accounts, drive growth, and expand revenue within our existing customer base. You will act as a trusted advisor, managing the full sales cycle for add-ons, upgrades, and renewals while maintaining strong relationships post-sale.

You will collaborate with Customer Success and other teams to build client roadmaps and demonstrate ROI, with a focus on expansion opportunities and accurate CRM forecasting.

Qualifications

• BA/BS degree required.
• 2+ years in account management or sales with quota.
• Consultative selling mindset with finance-seat advisory.
• Relationship-driven hunter mentality with strong interpersonal skills.
• Business and financial acumen to translate client needs into opportunities.
• Proven deal-making skills: drafting, negotiating contracts.
• Results-oriented with ability to thrive in a fast-paced environment.
• Excellent written and verbal communication.

Responsibilities

• Crush your numbers by managing your account pipeline and quotas.
• Drive expansion revenue with strategic add-ons and renewals.
• Own the commercial relationship post-sale to strengthen partnerships.
• Hunt for expansion opportunities via client outreach and reviews.
• Collaborate with Customer Success to build client roadmaps and show ROI.
• Maintain accurate CRM data for forecasts and visibility.
• Identify and manage at-risk accounts to secure renewals.
• Coordinate with Implementations/Training/Support to meet client expectations.
• Travel approx. 40%.

Skills

BA/BS degree

Proven track record

Consultative selling

Relationship hunter

Business acumen

Deal-making

Results-oriented

Exceptional communicator

Collaborative & independent

Education

BA/BS degree

Tools

CRM system

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.

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.

You'll Get To

• 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%

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.

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

$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.

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.

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.