Enterprise Account Manager

Make Your Mark:

The Enterprise Account Manager is responsible for the entire sales and relationship management process within a portfolio of existing customers. This role focuses on the retention and growth of Black Line's products within large corporations with annual revenues exceeding $750 million. The Account Manager is assigned a book of business to manage, develop, and strategically grow. Working in collaboration with sales leadership and the customer success team, the Account Manager engages with VP, Sr.

VP, and C-level contacts to deepen relationships, drive adoption, and expand Black Line's footprint to secure renewal and upsell opportunities.

• Achieve annual sales targets and revenue quotas on a consistent basis by renewing and expanding business within your assigned accounts.
• Sell on value and return on investment vs. technical functionality to drive deeper adoption.
• Build credibility and trust while influencing buying decisions across multiple levels of the customer’s organization.
• Uncover new business initiatives and pain points to map back our solutions across multiple lines of business.
• Build strategic account and territory plans for your book of business.
• Collaborate with and leverage Customer Success, Marketing, & Value Engineering to maximize customer value and revenue production.
• Create expansion demand by uncovering new business problems and matching them to our value proposition.
• Have a deep understanding of the way your customers’ businesses operate, and the priorities that drive decisions from the C-level.
• Collaborate with other Black Line 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 the RVP that is commensurate with current sales experience.
• Be a helpful and collaborative teammate within your sales team and the greater Black Line team.
• Travel required, approx. 40%

• Exhibits a customer-centric and strategic mentality, with an outstanding ability to grow and retain accounts.
• People-oriented professional with strong relationship-building skills and a proven track record of growing a portfolio of accounts.
• Strong account planning and execution skills.
• History of successfully selling to the C-Level and across both IT and business units within existing customers.
• Strong technical aptitude.
• A proven track record of driving and closing complex renewal and expansion deals.
• Consistent over achievement 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.
• Adherence to the highest standards of integrity and professionalism.
• Ability to listen and apply new learnings from your manager and teammates.
• Experience selling SaaS software to large corporations.

• An independent work ethic with a strong ability to communicate often with your RVP.
• A clear understanding of a team-based sale, utilizing strong networking skills.
• A proven record of expertise in driving high retention rates and identifying expansion opportunities.
• Knowledge of the cloud SaaS industry and/or an accounting background are a bonus.

• A technology-based company with a sense of adventure…