Mid-Market Account Manager

Get to Know Us

It's fun to work in a company where people truly believe in what they're doing!

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.

Work, Play and Grow at Black Line!

As a 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 Black Line. This is a role for a "hunter" who excels at farming, someone who can nurture relationships to uncover and close new business opportunities.

• 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 Black Line'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%

• A Proven Track Record of Sales Success: 2+ 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…