Enterprise Account Manager

BlackLine•Denver, ID

25d•$115,000 - $136,000•Hybrid

About The Position

The Enterprise Account Manager manages the sales and customer relationship process for a portfolio of existing customers, focusing on retaining and growing BlackLine products within large corporations with annual revenues exceeding $750 million. The role owns an assigned book of business and develops it strategically in collaboration with sales leadership and Customer Success. The Account Manager works with VP, Senior VP, and C-level customer contacts to deepen relationships, drive product adoption, and expand BlackLine’s footprint to secure renewals and upsell opportunities. The position requires approximately 40% travel. BlackLine uses a combination of virtual and in-person work. Candidates living within a reasonable commute of a BlackLine office will work in the office at least three days per week.

Requirements

Customer-centric and strategic mindset, with the ability to grow and retain accounts.
Strong relationship-building skills and a proven track record of growing a portfolio of accounts.
Strong account planning and execution skills.
History of successfully selling to C-level contacts and across IT and business units within existing customers.
Strong technical aptitude.
Proven track record of driving and closing complex renewal and expansion deals.
Consistent overachievement of quota and revenue goals.
Strong time-management skills.
Excellent verbal and written communication skills.
Proven consultative solution-selling skills, including the ability to articulate a clear, concise return-on-investment value statement.
Ability to maintain productivity, manage competing priorities, and work effectively under time pressure in a fast-paced, complex, collaborative, team-oriented environment.
Ability to adapt in a changing environment at a rapidly growing SaaS organization.
Adherence to high standards of integrity and professionalism.
Ability to listen and apply new learnings from managers and teammates.
Experience selling SaaS software to large corporations.

Nice To Haves

Independent work ethic and strong ability to communicate frequently with the RVP.
Clear understanding of team-based sales and strong networking skills.
Proven expertise in driving high retention rates and identifying expansion opportunities.
Knowledge of the cloud SaaS industry and/or an accounting background.

Responsibilities

Consistently achieve annual sales targets and revenue quotas by renewing and expanding business within assigned accounts.
Sell based on value and return on investment rather than technical functionality to drive deeper product adoption.
Build credibility and trust, and influence buying decisions across multiple levels of customer organizations.
Identify customer business initiatives and pain points and connect BlackLine solutions to opportunities across multiple lines of business.
Develop strategic account and territory plans for the assigned book of business.
Collaborate with Customer Success, Marketing, and Value Engineering to maximize customer value and revenue.
Create expansion demand by identifying new business problems and matching them to BlackLine’s value proposition.
Understand customers’ businesses and the priorities that drive C-level decisions.
Collaborate with pre-sales, value engineering, product, operations, legal, and other BlackLine teams.
Ensure opportunities are accurately recorded and maintained in Salesforce.
Participate in higher-level sales training as determined by the RVP and appropriate to current sales experience.
Contribute as a helpful and collaborative teammate within the sales team and across BlackLine.
Travel approximately 40%.