Job Description
- The Enterprise Sr. Account Executive is responsible for the entire sales process from prospecting to closing business. This role is selling BlackLine's products to Controllers & CFOs of large corporations with annual revenue greater than $750 million. The Sr. Account Executive is assigned an account list to manage, develop and market BlackLine's solutions to secure new business in our Software-as-a-Service business model. Working in collaboration with sales leadership and the sales operations team, the Sr. Account Executive engages with VP, Sr. VP and C-level contacts within prospective customers developing relationships and closing business at or above expected and assigned levels per period.
Achieve annual sales targets and average monthly revenue quotas on a consistent basis. Generating pipeline that leads to closed revenue and quota attainment
Selling on value and return on investment vs. technical functionality
Building credibility and trust while influencing buying decisions
Uncovering business initiatives and pain points to map back our solutions across multiple lines of business
Building account strategy and territory plan by account tiering
Collaborating with and leveraging Marketing & Business Development to maximize revenue production
Creating demand by uncovering business problems and matching them to our value proposition
Having a deep understanding of the way businesses operate, and the priorities that drive decisions from the C-level
Collaborate with other BlackLine teams including pre-sales, value engineering, product, operations, and legal.
Ensures opportunities are accurately reflected and maintained in Salesforce
Participate in higher level sales training as defined by RVP that is commensurate with current sales experience
Willingness to be a helpful teammate within your sales team and the greater BL team.
Travel required, approx. 40%
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 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.
Exhibits -"hunter-" mentality and possesses outstanding ability to close sales.
People-oriented professional with strong relationship building skills and a proven track record of growing a territory
Account planning and execution skills
History of successfully selling C-Level and across both IT and business units
Strong technical aptitude
A proven track record of driving and closing enterprise deals
Consistent overachievement of quota and revenue goals
Strong time management skills
Excellent verbal and written communication skills
Proven consultative sales solution skills, including the ability to articulate a clear, concise return on investment value statement
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
Ability to adapt in a changing environment with a rapidly growing SaaS organization
Adhere to the highest standards of integrity and professionalism
Ability to listen and apply new learnings from your manager and teammates
Willingness to travel up to 50 percent of the time.
Experience selling SaaS software to large corporations Other:
Knowledge of cloud SaaS industry, accounting background a bonus
Independent work ethic with a strong ability to communicate often to/with the RVP
Clear understanding of a team-based sale, utilizing strong networking skills
Proven record of expertise in closing net new opportunities.
Achieve annual sales targets and average monthly revenue quotas on a consistent basis. Generating pipeline that leads to closed revenue and quota attainment
Selling on value and return on investment vs. technical functionality
Building credibility and trust while influencing buying decisions
Uncovering business initiatives and pain points to map back our solutions across multiple lines of business
Building account strategy and territory plan by account tiering
Collaborating with and leveraging Marketing & Business Development to maximize revenue production
Creating demand by uncovering business problems and matching them to our value proposition
Having a deep understanding of the way businesses operate, and the priorities that drive decisions from the C-level
Collaborate with other BlackLine teams including pre-sales, value engineering, product, operations, and legal.
Ensures opportunities are accurately reflected and maintained in Salesforce
Participate in higher level sales training as defined by RVP that is commensurate with current sales experience
Willingness to be a helpful teammate within your sales team and the greater BL team.
Travel required, approx. 40%
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 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.
Exhibits -"hunter-" mentality and possesses outstanding ability to close sales.
People-oriented professional with strong relationship building skills and a proven track record of growing a territory
Account planning and execution skills
History of successfully selling C-Level and across both IT and business units
Strong technical aptitude
A proven track record of driving and closing enterprise deals
Consistent overachievement of quota and revenue goals
Strong time management skills
Excellent verbal and written communication skills
Proven consultative sales solution skills, including the ability to articulate a clear, concise return on investment value statement
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
Ability to adapt in a changing environment with a rapidly growing SaaS organization
Adhere to the highest standards of integrity and professionalism
Ability to listen and apply new learnings from your manager and teammates
Willingness to travel up to 50 percent of the time.
Experience selling SaaS software to large corporations Other:
Knowledge of cloud SaaS industry, accounting background a bonus
Independent work ethic with a strong ability to communicate often to/with the RVP
Clear understanding of a team-based sale, utilizing strong networking skills
Proven record of expertise in closing net new opportunities.
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