Sr. Mid-Market Account Manager at Blackline

Job description

Make Your Mark: As a Senior 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: 3+ 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 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'