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BlackLine · 9 hours ago

Mid-Market Sales Executive

United States

Full-time

Remote

Senior Level

$76K/yr - $90K/yr

5+ years exp

BlackLine is a leading provider of cloud software that automates and controls the financial close process. The Senior Mid Market Sales Executive will be responsible for selling enterprise software solutions to CFOs and Controllers of large corporations, establishing effective sales strategies, and achieving monthly sales quotas.

Computer Software

Responsibilities

Contribute as a member of the mid-market team to achieve the overall strategic group objectives

Establish effective sales strategies and tactics that result in new account business generation

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 35% of the time to visit prospects in territory, regional events and conferences

Ability to negotiate pricing and contract terms with customers

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

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

Will assist new hires in on-boarding, education and assist in sales cycles and deal strategy

When called upon, will assist team in competitive and strategic opportunities

In addition to achieving Quota, focus on at least one strategic new logo opportunity in territory $100K+

Build out network of strategic relationships with affiliate, Channel and strategic associations such as CPA Chapter, FEI Chapter

Must lead by example and carry self to the highest standards of professionalism and conduct

Qualification

SaaS SalesSales Pipeline ManagementValue-Based SellingNegotiation SkillsBlackLine Solution KnowledgeConsultative SellingCommunication SkillsTeam PlayerSelf-MotivatedAttention to Detail

Required

Bachelor's Degree or equivalent experience

5+ years of direct experience selling SaaS Software to Mid-Market organizations

Proven and consistent track record of building accurate sales pipelines and forecasts, and meeting and exceeding sales quotas

Flexible team player able to work in a fast-paced working environment with self-initiative

Excellent verbal and written communication skills

Candidate must be a strong hunter

Experience negotiating with C-level Executives and technology decision influencers, leveraging Value-Based Selling Techniques

Knowledgeable advisor to clients and prospects with a well-developed consultative selling style

Adhere to the highest standards of integrity and professionalism

Proven track record of achieving annual quota 1+ times and at least 6 quarters

Demonstrated exceptional understanding of the BlackLine Solution

Proven ability to close self-generated opportunities

Demonstrated accurate Forecasting (+\-15%)

Demonstrated ability to effectively negotiate deals and close opportunities $50K+

Must be looked up to within the team as a leadership role model

Must be a high energy, self-motivated and managed individual with great attention to detail and the ability to multi-task

Must be able to travel 35% of the time

Preferred

Preferred experience selling finance/accounting software solutions and/or background in selling into the CFO's organization and Accounting/Finance departments