Account Executive - Quebec Job at BlackLine

Job Description

BlackLine Canada is seeking a dynamic, self-starting Account Executive - Quebec to drive the adoption of our market-leading SaaS platform across Eastern Canada. This role is focused on winning new logos with companies under $2 billion in revenue and strategically growing our footprint within existing customer accounts. As the leader of your territory, you will deliver BlackLine's finance and accounting automation solutions to a multi-billion dollar market. You will have the autonomy to build and manage your pipeline, supplemented by a steady stream of pre-qualified opportunities and the full support of BlackLine's experienced sales and solutions experts. The ideal candidate is an entrepreneurial and strategic seller who excels in a consultative role. You will be responsible for the entire sales cycle—from identifying key business priorities and building relationships with C-level executives to negotiating multi-year subscription contracts. If you are passionate about solving the complex challenges of modern finance and thrive on exceeding sales goals, this role offers a significant opportunity for success and impact.

Job Responsibility

Driving new business acquisition and expanding BlackLine’s customer base across a diverse territory
Identifying, qualifying, and closing new business in accounts up to $1.5BN in revenue
Managing a territory of named customers for upsell opportunity
Strategic Sales & Territory Planning - Develop and execute a territory plan to achieve quarterly and annual sales targets by closing new logos within Quebec and the Atlantic provinces
Utilize networking and prospecting skills to generate leads, manage a healthy pipeline, and identify strategic, solution-based sales opportunities
Build and maintain a healthy sales pipeline by engaging with prospects through various channels, including cold outreach, partner collaboration, and marketing-generated leads
Manage the entire sales cycle for opportunities, from initial prospecting and appointment setting to product demonstrations, negotiation, and closing
Sales Cycle & Relationship Management - Manage the entire sales cycle, from initial prospecting and appointment setting to coordinating responses for RFIs/RFPs, negotiating, and closing business
Develop and manage high-value relationships with key stakeholders, understanding the business priorities that drive C-level decisions
Present BlackLine's proposals professionally, articulating the value of our solutions to finance and accounting professionals at all levels
Collaboration & Leadership - Collaborate with internal teams, including Pre-Sales, Customer Success, Product, Marketing, and Legal, to ensure a smooth hand-off and long-term success for new customers
Provide leadership and guidance to other team members on assigned accounts
Identify and qualify opportunities for client testimonials and case studies from your newly acquired accounts
Operations & Reporting - Maintain a precise forecast and diligently track all client engagement and pipeline progression using Salesforce, Clari, and other sales enablement tools
Provide weekly updates, monthly projections, and quarterly committed forecasts to the sales management team
Use tools like Gong and Sales Navigator to track client interactions and gain insights for more effective selling

Requirements

5+ years of experience selling complex enterprise cloud software, working with accounts within the respective region
Bachelor's degree in Business, Accounting, Economics, IT, Finance or MBA preferred
5+ years of experience in a B2B SaaS 'hunter' sales role, with a demonstrated history of quota attainment and run a complete sales lifecycle from lead to close to go-live to customer success
At least 2 years of business development or appointment-setting experience is required with a proven record and strong capability to generate leads, pursue opportunities and sell
Strong relationship-building and consultative selling skills, with experience selling to buying committees
Experience selling business applications to business users - ERP, CRM, HCM solution knowledge with familiarity with financial/accounting software and major ERP systems (SAP, Oracle, Microsoft)
Strong background or experience selling to the office of the CFO buying center and selling to a consensus based committee including IT is a big plus
Experience with account planning, relationship mapping, and business strategy mapping following sales methodologies like Target Account Selling or similar
Experience selling to buying committees and closing six or seven figure annual SaaS deals and growing client account spend year over year 15%+ with new projects
Excellent verbal and written communication skills, problem-solving abilities, time management and analytical 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
Fluency in both English and French is required
A bachelor's degree is required
Willingness to travel up to 50 percent of the time

Nice to have

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

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Account Executive - Quebec

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