Senior Manager, Presales Innovation

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At Black Line, we’re committed to bringing passion and customer focus to the business of enterprise applications.

Since being founded in 2001, Black Line has become a leading provider of cloud software that automates and controls the entire financial close process. Our vision is to modernize the finance and accounting function to enable greater operational effectiveness and agility, and we are committed to delivering innovative solutions and services to empower accounting and finance leaders around the world to achieve Modern Finance.

Being a best‑in‑class SaaS Company, we understand that bringing in new ideas and innovative technology is mission critical. At Black Line we are always working with new, cutting‑edge technology that encourages our teams to learn something new and expand their creativity and technical skillset that will accelerate their careers.

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The Senior Manager, Presales Innovation acts as the central hub for innovation, data‑driven insights, and strategic alignment within the global presales organization. This role is responsible for managing presales data and analytics while piloting and scaling new tools and methodologies. The ultimate goal is to empower our presales teams to prepare, execute, and deliver high‑impact value conversations more effectively, driving customer success and revenue growth.

• Design, build, and deploy AI‑enabled demo preparation tools, including scenario libraries, conversation intelligence analyzers (e.g., Gong), and discovery‑to‑business‑case frameworks.
• Create and maintain comprehensive “value conversation” libraries tailored to specific buyer personas, industries, and business challenges.
• Identify and pilot new presales methodologies and technologies within top strategic deals, gathering data on their effectiveness.
• Translate successful pilot programs into scalable, repeatable playbooks and best practices for the entire presales organization.
• Design and deliver engaging training programs to ensure the global presales team is proficient with new tools, methodologies, and value frameworks.
• Establish and manage a continuous feedback loop with the presales team to drive ongoing iteration and improvement of all resources.
• Define, track, and analyze key performance indicators (KPIs) to measure the impact of innovation initiatives on presales performance (e.g., win rates, sales cycle length, demo effectiveness).
• Develop and maintain dashboards and reports to provide leadership with clear visibility into presales performance, the ROI of new tools, and strategic insights.
• Partner closely with Sales, Marketing, and Product leadership to ensure presales innovations and value frameworks are aligned with the overall go‑to‑market strategy and product roadmap.
• Serve as the primary liaison between the presales organization and technical teams, including Data Analytics and Business Intelligence.
• Conduct ongoing research into emerging technologies (especially AI and automation), competitive trends, and best practices within the presales and sales enablement landscape to ensure Black Line remains a leader in the field.

• 7+ years in sales/presales operations, GTM analytics, or presales enablement.
• Strong background in operations and innovation – able to manage data while driving new tools and methods.
• Experience with Salesforce, Gong, and BI/reporting tools.
• Comfortable in fast‑paced environments where priorities shift with strategic deals.
• Strong collaboration with Presales leadership, Sales, and Finance.

• A technology‑based company with a sense of adventure and a vision for the future. Every door at Black Line 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…