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BlackLine Logo BlackLine · IT - Software Development

Mid-Market Account Manager

United States Employment contract 85000.00 - 100000.00 USD / Year · Job Posted May 29, 2026
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Job Description

The Senior Mid Market Sales Executive must have prior experience selling enterprise software solutions to CFOs and Controllers of large corporations with annual sales less than $750M.

Job Responsibility

  • Contribute as a member of the mid-market team to achieve the overall strategic group objectives
  • Establish effective sales strategies and tactics that result in new account business generation
  • Achieve or exceed monthly sales quotas, including deals closed, users added and conversion time
  • Meet prospecting and business development goals, including call volume and pipeline building
  • Convert prospects to clients by fielding pre-qualified opportunities, conducting discovery and building relationships, using best practices to maximize the sales process
  • Collaborate with demand generation and marketing to expand pipeline and increase sales velocity
  • Document daily activity in Salesforce and build and maintain accurate pipeline
  • Develop and maintain territory business plan and deliver accurate weekly, monthly and quarterly forecast commitments to sales management
  • Presentation development and delivery to all level of management including accounting professionals, C Level Finance Executives and IT
  • Ability to travel within North America 35% of the time to visit prospects in territory, regional events and conferences
  • Ability to negotiate pricing and contract terms with customers
  • Work closely with other departments and support staff to assist with coordination of RFPs, demos, legal contracts and implementation of software and ensure client satisfaction
  • Learn and become proficient in the BlackLine applications and develop an understanding of the product marketplace in order to effectively communicate the value proposition
  • Show passion for BlackLine application and desire to enhance customer satisfaction
  • Will assist new hires in on-boarding, education and assist in sales cycles and deal strategy
  • When called upon, will assist team in competitive and strategic opportunities
  • In addition to achieving Quota, focus on at least one strategic new logo opportunity in territory $100K+
  • Build out network of strategic relationships with affiliate, Channel and strategic associations such as CPA Chapter, FEI Chapter
  • Must lead by example and carry self to the highest standards of professionalism and conduct

Requirements

  • 5+ years of direct B2B software solution sales experience
  • Proven and consistent track record of building accurate sales pipelines and forecasts, and meeting and exceeding sales quotas
  • Flexible team player able to work in a fast-paced working environment with self-initiative
  • Excellent verbal and written communication skills
  • Candidate must be a strong hunter
  • Experience negotiating with C-level Executives and technology decision influencers, leveraging Value-Based Selling Techniques
  • Knowledgeable advisor to clients and prospects with a well-developed consultative selling style
  • Adhere to the highest standards of integrity and professionalism
  • Proven track record of achieving annual quota 1+ times and at least 6 quarters
  • Demonstrated exceptional understanding of the BlackLine Solution
  • Proven ability to close self-generated opportunities
  • Demonstrated accurate Forecasting (+/-15%)
  • Demonstrated ability to effectively negotiate deals and close opportunities $50K+
  • Must be looked up to within the team as a leadership role model
  • Must be a high energy, self-motivated and managed individual with great attention to detail and the ability to multi-task
  • Must be able to travel 35% of the time
  • Bachelor's Degree or equivalent experience

Nice to have

  • Preferred experience selling finance/accounting software solutions and/or background in selling into the CFO's organization and Accounting/Finance departments
  • Experience selling SaaS Software to Mid-Market organizations

What we offer

  • short-term and long-term incentive programs
  • robust offering of benefit and wellness plans
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