Strategic Account Executive

About the Role

BlackLine is seeking an energetic, self-starting, entrepreneurial Strategic Sales Executive. The Strategic Sales Executive will be responsible for generating BlackLine's most strategic accounts. Through a strategic approach, this individual will establish sales priorities, action plans, and deliver/exceed on sales goals. This person will be assigned accounts to target and market BlackLine's solutions to secure new subscription business in our Software-as-a-Service (SaaS) model.

They will develop high-value relationships with key stakeholders, negotiate and manage large contracts, and work on bringing in new large strategic accounts (e.g., Fortune 500 and large privately-held organizations).

Responsibilities

• Utilize networking and prospecting skills to generate leads and identify strategic solution-based sales opportunities.
• Develop and manage high-value relationships with key stakeholders.
• Understand the way businesses operate and the priorities that drive decisions from the C-level.
• Provide leadership and guidance to other team members on enterprise accounts and participate in providing input on sales and marketing collateral.
• Own the entire sales process from prospecting to closing business.
• Coordinate and lead responses to RFIs/RFPs/RFQs.
• Present BlackLine's proposals in a professional manner to prospects.
• Provide feedback to management and Marketing teams on prospects' reactions and questions about BlackLine's solutions.
• Collaborate with other BlackLine teams including pre-sales, product, value engineering, operations, finance, marketing, and legal.
• Travel to cultivate relationships with customers, partners, and related associations.
• Ensure opportunities are accurately reflected and maintained in Salesforce, providing weekly updates, monthly projections, and quarterly committed forecasts of sales activity and volume to BlackLine NA Sales management team.
• Achieve annual sales targets and average monthly revenue quotas on a consistent basis.
• Collaborate with and leverage Marketing & Business Development to maximize revenue production.

Requirements

• 10+ years of experience selling complex enterprise cloud software, working with large high-profile accounts.
• Bachelor's degree in Business, Accounting, Economics, IT, Finance, or MBA preferred.
• Exhibits a hunter mentality and possesses outstanding ability to close sales.
• Proven record and strong capability to generate leads, pursue opportunities, and sell.
• Experience selling business applications to business users (ERP, CRM, HCM solution knowledge).
• Strong background or experience selling to the CFO buying center is a plus.
• Experience with comprehensive account planning, relationship mapping, and business strategy mapping following sales methodologies like Target Account Selling or similar.
• Possesses strong sensibility for technology.
• Ability to solve customer-related problems in a positive manner.
• Strong in consultative and insight-based selling.
• Experience articulating complex solutions to decision makers and executives.
• Proven ability to grow revenue and manage accounts.
• Knowledge of Cloud SaaS industry.
• Experience analyzing data trends.
• Strong time management skills.
• Excellent verbal and written communication skills.
• 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.
• Adhere to the highest standards of integrity and professionalism.
• Willingness to travel up to 50 percent of the time.

Preferred Qualifications

• Knowledge of cloud SaaS industry; accounting background is a bonus.
• Proven, award-winning closer of the largest companies globally.
• Independent personality, detail-oriented, clear communicator, and meets deadlines inside of BlackLine as well as with/for our clientele.

Benefits

• A technology-based company with a sense of adventure and a vision for the future.
• A culture that is kind, open, and accepting, embracing unique qualities and diverse thought.
• Empowered growth and learning through professional development seminars and inclusive affinity groups.
• BlackLine is an equal opportunity employer.
• Innovative workplace optimizing a combination of virtual and in-person interactions.

Candidates who live within a reasonable commute to one of our offices will work in the office at least 3 days a week.

Pay

Salary Range: USD $144,500.00/Yr. - USD $170,000.00/Yr. Placement within this range depends upon several factors, including the applicant's prior relevant job experience, skill set, and geographic location.

In addition to base pay, BlackLine also offers short-term and long-term incentive programs, based on eligibility, along with a robust offering of benefit and wellness plans. For roles that include variable incentive components such as an Incentive Compensation Plan (ICP) or On-Target Earnings (OTE), the compensation structure may follow a split model (e.g., 50/50, 70/30, or 60/40 ratio between base salary and variable incentive).