Invoice-to-Cash Enterprise Account Executive

About the role

The Invoice-to Cash Account Executive serves as the client advocate, providing the I2C Account Executive is responsible for the entire sales process from prospecting to closing business. This role is selling BlackLine's products to Invoice to Cash leaders, Controllers & CFOs of large corporations with annual revenue greater than $750 million USD. The 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 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.

Responsibilities

• 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
• Achieve annual sales targets and average monthly revenue quotas on a consistent basis.
• Perform all required training in a timely fashion.
• Willingness to be a helpful teammate within your sales team and the greater BlackLine team.

Requirements

• 5+ years of experience successfully selling Enterprise software deals
• 7+ years SaaS specific
• Bachelor's degree in Business, Accounting, Economics, IT, Finance or MBA preferred
• 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