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About the Role
The Enterprise Sr. Account Executive is responsible for the entire sales process from prospecting to closing business, selling BlackLine's products to Controllers & CFOs of large corporations with annual revenue greater than $750 million. This role involves managing an assigned account list, developing new business within a Software-as-a-Service model, and engaging with C-level contacts to build relationships and close business.
Responsibilities
- Achieve annual sales targets and average monthly revenue quotas on a consistent basis.
- Generate pipeline that leads to closed revenue and quota attainment.
- Sell on value and return on investment vs. technical functionality.
- Build credibility and trust while influencing buying decisions.
- Uncover business initiatives and pain points to map back solutions across multiple lines of business.
- Build account strategy and territory plan by account tiering.
- Collaborate with and leverage Marketing & Business Development to maximize revenue production.
- Create demand by uncovering business problems and matching them to our value proposition.
- Develop a deep understanding of business operations and C-level priorities.
- Collaborate with other BlackLine teams including pre-sales, value engineering, product, operations, and legal.
- Ensure opportunities are accurately reflected and maintained in Salesforce.
- Participate in higher level sales training as defined by RVP.
- Be a helpful teammate within your sales team and the greater BL team.
Requirements
- Exhibits a '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 pressure.
- 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.
- Knowledge of cloud SaaS industry.
- Accounting background is 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.
Skills
- Sales
- Relationship Building
- Account Planning
- Consultative Selling
- Communication
- Time Management
- Adaptability
- Integrity
- Professionalism
- Teamwork
- Networking
Location
- Remote
Work Type
- Full-time
- Hybrid
Experience Level
- Senior
- Enterprise
About the Company
- A technology-based company with a sense of adventure and a vision for the future.
- A culture that is kind, open, and accepting, embracing uniqueness and fostering diverse thought.
- A culture where continued growth and learning is empowered through professional development seminars and inclusive affinity groups.
- BlackLine recognizes that the ways we work and the workplace itself has shifted, innovating in a workplace that optimizes a combination of virtual and in-person interactions.
Equal Opportunity
- 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 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.