Sr. Mid-Market Account Manager

You are the CEO of your own book of business, driving growth and expanding revenue within our existing customer base by acting as a trusted, strategic advisor. Own a dedicated portfolio of mid-market accounts (under $750M in annual revenue) and transform them into long-term partners and champions for BlackLine.

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, including selling new modules, additional users, upgrades, and 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 understanding their evolving needs (e.g., mergers, acquisitions, divestitures).
• Work as a team with Customer Success Managers to build and maintain Client Roadmaps, demonstrating ROI and creating compelling business cases for further investment.
• Meticulously maintain all account, contact, and opportunity information in our CRM system to ensure accurate sales forecasting.
• 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 ensure seamless client experiences that foster loyalty and future sales.

Requirements

• 3+ years of experience in an Account Management or sales role with a proven history of consistently meeting and exceeding quota.
• Consultative selling expertise with the ability to act as a knowledgeable advisor, particularly within the CFO's organization and Accounting/Finance departments.
• Relationship-driven "hunter" mentality with exceptional relationship-building skills and the drive to find and close new business.
• Sharp business and financial acumen to understand client financial drivers and identify creative solutions.
• Proven experience drafting, negotiating, and finalizing client contracts and documents.
• Strong results orientation with a dedicated client focus and ability to thrive in a fast-paced, high-volume environment.
• Outstanding analytical, oral, and written communication skills.
• Ability to work independently while being a strong collaborator in a team setting.
• BA/BS degree required.

Skills

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

Benefits

• Professional development seminars and inclusive affinity groups to celebrate and support diversity.
• Wide variety of benefit and wellness plans.
• Short-term and long-term incentive programs based on eligibility.
• Culture that values kindness, openness, and acceptance of unique backgrounds and perspectives.
• Opportunities for continued growth and learning.

Pay

Salary Range: $104,000.00 - $123,000.00. Placement within this range depends on prior relevant job experience, skill set, and geographic location. The role may include variable incentive components such as an Incentive Compensation Plan (ICP) or On-Target Earnings (OTE), with compensation structures like a 50/50, 70/30, or 60/40 ratio between base salary and variable incentive.

Schedule

• Approximately 40% travel required.
• For candidates within a reasonable commute to one of our offices, in-office work is required at least 3 days a week.