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BlackLine · 3 days ago

Mid-Market Account Manager

United States

Full-time

Remote

Entry, Mid Level

$76K/yr - $90K/yr

2+ years exp

BlackLine is a leading provider of cloud software that automates and controls the entire financial close process. As a Mid-Market Account Manager, you will drive growth and expand revenue within existing customer accounts by acting as a trusted advisor and managing the sales cycle for add-ons and renewals.

Computer Software

Responsibilities

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%

Qualification

Sales SuccessConsultative SellingRelationship BuildingBusiness AcumenDeal-Making SkillsCommunication SkillsBA/BS DegreeAccounting ExperienceBlackLine ExperienceTeam CollaborationIndependent Work

Required

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

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

A people-oriented professional with exceptional relationship-building skills combined with the drive to find and close new business

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

Proven experience drafting, negotiating, and finalizing a variety of client contracts and documents

A strong results orientation with a dedicated client focus and the ability to thrive in a fast-paced, high-volume environment

Outstanding analytical, oral, and written communication skills

The ability to work independently to drive your own success while also being a strong collaborator in a team setting

BA/BS degree required