Regional Vice President, Account Management
About The Position
At BlackLine, we're committed to bringing passion and customer focus to the business of enterprise applications. Since being founded in 2001, BlackLine has become a leading provider of cloud software that automates and controls the entire financial close process. Our vision is to modernize the finance and accounting function to enable greater operational effectiveness and agility, and we are committed to delivering innovative solutions and services to empower accounting and finance leaders around the world to achieve Modern Finance. Being a best-in-class SaaS Company, we understand that bringing in new ideas and innovative technology is mission critical. At BlackLine we are always working with new, cutting edge technology that encourages our teams to learn something new and expand their creativity and technical skillset that will accelerate their careers.
Requirements
- Proven track record of building and scaling successful account management functions.
- 8–12 years in SaaS sales.
- 5+ years leading high-performing Account Management or customer expansion teams.
- Demonstrated success in driving Net Revenue Retention (NRR) and multi-product expansion within an existing customer base.
- Deep experience selling into the Office of the CFO, engaging with Controllers, CAOs, and CFOs.
- Experience managing both Enterprise and Mid-Market account segments.
- Strong understanding of the Record-to-Report (R2R) lifecycle and the ability to coach teams on identifying inefficiencies and positioning solutions that reduce risk and improve controls.
- History of shifting teams from a reactive, renewal-focused mindset to a proactive, growth-oriented one, with a focus on multi-product adoption.
- Ability to build, operationalize, and inspect strategic account plans, expansion plays, and a rigorous sales cadence.
- Proven ability to partner with PreSales, Customer Success, and Revenue Operations to align the organization around a single account growth strategy.
- Experience managing teams with mixed tenure and varying levels of strategic selling capability, with the ability to adjust coaching style to elevate the entire team.
Responsibilities
- Manage all aspects of the Account Management Organization (AMO), including hiring talent, inspiring a team, building functional processes, and driving the team to hit assigned growth targets.
- Design and implement a Record-to-Report (R2R)-led growth strategy, teaching the team to map customer processes, identify critical gaps, and position the BlackLine platform.
- Take ownership of the team’s churn & attrition, expansion pipeline, and renewal health. Set and inspect clear expectations for pipeline coverage, multi-product adoption, and forecast accuracy.
- Translate BlackLine’s strategic vision into repeatable plays for the team. Build frameworks for account planning, whitespace identification, and executive engagement.
- Manage and mentor a diverse team of Enterprise and Mid-Market Account Managers, tailoring coaching to develop talent and elevate experienced reps.
- Partner with Customer Success, PreSales, and Sales leadership to ensure a cohesive account strategy that connects platform adoption to value realization and expansion.
Benefits
- Short-term and long-term incentive programs
- Robust offering of benefit and wellness plans
- Professional development seminars
- Inclusive affinity groups
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What This Job Offers
Job Type
Full-time
Career Level
Manager
Education Level
No Education Listed
