Mid-Market Account Manager

About the role

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 BlackLine. This role is for a “hunter” who excels at farming—someone who can nurture relationships to uncover and close new business opportunities.

Responsibilities

• Consistently achieve and exceed monthly sales targets and recurring revenue quotas by strategically managing your account pipeline.
• Develop and execute strategic sales plans to expand business within your accounts, managing the full sales cycle for add‑ons (new modules, additional users, upgrades, renewals).
• Own the commercial relationship with clients post‑sale, turning every interaction into an opportunity to strengthen the partnership and uncover new revenue streams.
• Proactively hunt for expansion opportunities through regular client outreach, business reviews, and a deep understanding of evolving needs and challenges (e.g., mergers, acquisitions, divestitures).
• Work as a team with Customer Success Managers to build and maintain Client Roadmaps, demonstrating ROI and creating a compelling business case for further investment.
• Meticulously maintain all account, contact, and opportunity information in the CRM to ensure accurate sales forecasts and clear activity visibility.
• Proactively identify and manage accounts at risk of cancellation, skillfully navigating objections and reinforcing value to secure renewals.
• Collaborate closely with Implementations, Training, Support, and other teams to meet client expectations, foster loyalty, and open doors for future sales.
• Travel required, approximately 40% of the time.

Requirements

• BA/BS degree required.
• 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: ability to act as a knowledgeable advisor, particularly when selling into the CFO's organization and Accounting/Finance departments.
• Relationship‑driven “hunter” mentality: exceptional relationship‑building skills combined with the drive to find and close new business.
• Business & financial acumen: ability to understand a client’s financial drivers, identify creative solutions, and translate them into commercial opportunities.
• Deal‑making skills: proven experience drafting, negotiating, and finalizing a variety of client contracts and documents.
• Results‑oriented mindset: strong results orientation with a dedicated client focus and ability to thrive in a fast‑paced, high‑volume environment.
• Exceptional communicator: outstanding analytical, oral, and written communication skills.
• Collaborative & independent: ability to work independently to drive success while also being a strong collaborator in a team setting.

Qualifications

• Accounting and/or BlackLine experience is a significant plus.

Benefits

• Short‑term and long‑term incentive programs based on eligibility.
• Robust offering of benefit and wellness plans.
• Culture that is kind