Strategic Account Manager

BlackLine; United States; On-site; USD 153,000 - 180,000; Full time

Job summary

BlackLine is seeking an energetic Strategic Sales Executive to drive new subscription business with top-tier enterprise accounts. You will own the full sales cycle, from prospecting through closing, and build high-value relationships with CFO-level stakeholders in Fortune 5 and large private organizations.

You’ll lead RFIs/RFPs/RFQs, collaborate with pre-sales, product, and marketing, and travel up to 50% to cultivate client relationships while maintaining Salesforce forecasts and quarterly

Qualifications

• 10+ years of experience selling complex enterprise cloud software to large accounts.
• Bachelor's degree or MBA preferred.
• Proven hunter with ability to close large deals and generate leads.
• Experience selling business applications to CFO buying centers (ERP/CRM/HCM knowledge).
• Strong account planning and relationship mapping skills.

Responsibilities

• Own entire sales process from prospecting to closing business.
• Coordinate and lead responses to RFIs/RFPs/RFQs.
• Present BlackLine's proposals professionally to prospects.
• Provide feedback to management and Marketing on prospects questions.
• Collaborate with pre-sales, product, value engineering, operations, finance, marketing, and legal.
• Travel to cultivate relationships with customers and partners.
• Maintain accurate Salesforce records with weekly updates and forecasts.
• Achieve annual sales targets and monthly revenue quotas.
• Collaborate with Marketing & Business Development to maximize revenue production.

Skills

Hunter mentality

Close sales

Lead generation

Enterprise software sales

CFO buying center experience

Account planning

Relationship management

Communication skills

Time management

Education

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

Tools

Salesforce

ERP software

Job description

Make Your Mark

BlackLine is seeking an energetic, self-starting, entrepreneurial Strategic Sales Executive. The BlackLine Strategic Sales Executive will be responsible for generating BlackLine's most strategic accounts. Through a strategic approach, this individual will establish sales priorities, action plans and deliver/exceed on sales goals. This person will be assigned accounts to target and market BlackLine's solutions in order to secure new subscription business in our Software-as-a-Service(SAAS) business model. They will develop high value relationships with key stakeholders and will be responsible for negotiating and managing large contracts. They will work on bringing in new large strategic accounts (i.e. Fortune 5 and Large Privately-held organizations, too).

You’ll Get To

• Utilize networking and prospecting skills to generate leads and identify strategic solution-based sales opportunities.
• Develop and manage high-value relationships with key stakeholders.
• Have a deep understanding of the way businesses operate, and the priorities that drive decisions from the C-level
• Provide leadership and guidance to other team members on enterprise accounts and participate in providing input on sales and marketing collateral.
• Own entire sales process from prospecting to closing business.
• Coordinate and lead responses to RFIs/RFPs/RFQs.
• Present BlackLine's proposals in a professional manner to prospects.
• Provide feedback to management and Marketing teams on prospects reactions and questions about BlackLine's solutions.
• Collaborate with other BlackLine teams including pre-sales, product, value engineering, operations, finance, marketing, and legal.
• Travel to cultivate relationships with customers, partners, and related associations.
• Ensures opportunities are accurately reflected and maintained in Salesforce, providing weekly updates, monthly projections and quarterly committed forecasts of sales activity and volume to BlackLine NA Sales management team.
• Achieve annual sales targets and average monthly revenue quotas on a consistent basis
• Collaborating with and leveraging Marketing & Business Development to maximize revenue production

What You’ll Bring

• 10+ years of experience selling complex enterprise cloud software, working with large high-profile accounts
• Education: Bachelor's degree in Business, Accounting, Economics, IT, Finance or MBA preferred
• Technical/Specialized Knowledge, Skills, and Abilities:
• Exhibits a hunter mentality and possesses outstanding ability to close sales.
• Proven record and strong capability to generate leads, pursue opportunities and sell.
• Experience selling business applications to business users - ERP, CRM, HCM solution knowledge
• Strong background or experience selling to the CFO buying center is a big plus.
• Experience with comprehensive account planning, relationship mapping, and business strategy mapping following sales methodologies like Target Account Selling or similar
• Possesses strong sensibility for technology.
• Ability to solve customer-related problems in a positive manner
• Strong in consultative and insight-based selling.
• Experience articulating complex solutions to decision makers and executives.
• Proven ability to grow revenue and manage accounts
• Knowledge of Cloud SaaS industry
• Experience analyzing data trends
• Strong time management skills
• Excellent verbal and written communication skills
• 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
• Adhere to the highest standards of integrity and professionalism
• Willingness to travel up to 50 percent of the time.

We’re Even More Excited If You Have

• Knowledge of cloud SaaS industry, accounting background a bonus
• Proven, award-winning, closer of the largest companies globally
• Independent personality, detail-oriented, clear communicator, and knows and meets deadlines inside of BlackLine as well as with/for our clientele

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

$153,000.00-$180,000.00

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.