Sr. Mid-Market Account Manager

BlackLine

2d•$104,000 - $123,000•Hybrid

About The Position

As a Senior Mid-Market Account Manager, you will own a portfolio of mid-market customer accounts, defined as companies with under $750 million in annual revenue. You will drive growth and expand recurring revenue within existing customers, serving as a trusted strategic advisor and building long-term customer partnerships. The role involves a hunter-oriented approach to account management: nurturing relationships while identifying and closing new business opportunities. You will manage the sales cycle for account expansions, including new modules, additional users, upgrades, and renewals. You will partner with Customer Success Managers to develop client roadmaps and demonstrate the return on investment of BlackLine’s solutions. You will also maintain accurate account and opportunity information in the CRM, manage renewal risks, and collaborate with implementation, training, support, and other teams to provide a seamless customer experience. Travel is required, approximately 40%. BlackLine describes its culture as open, accepting, and supportive of diverse perspectives, continued growth, and learning. The company offers professional development seminars and inclusive affinity groups. Candidates who live within a reasonable commute of a BlackLine office are expected to work in the office at least three days per week; the workplace otherwise combines virtual and in-person interactions. The stated salary range is $104,000–$123,000, with eligible short- and long-term incentive programs and benefit and wellness plans. Placement in the salary range depends on relevant experience, skills, and geographic location.

Requirements

Bachelor of Arts or Bachelor of Science degree.
At least 3 years of experience in account management or sales with quota responsibility and a record of consistently meeting and exceeding quota.
Well-developed consultative selling skills and ability to advise customers, particularly within CFO organizations and Accounting/Finance departments.
Strong relationship-building skills and motivation to identify and close new business.
Business and financial acumen, including the ability to understand clients’ financial drivers, identify solutions, and translate needs into commercial opportunities.
Experience drafting, negotiating, and finalizing client contracts and other documents.
Results-oriented and client-focused, with the ability to thrive in a fast-paced, high-volume environment.
Strong analytical, oral, and written communication skills.
Ability to work independently and collaborate effectively as part of a team.

Nice To Haves

Accounting experience.
BlackLine experience.

Responsibilities

Consistently meet and exceed monthly sales targets and recurring revenue quotas by managing the account pipeline strategically.
Develop and execute sales plans to expand business within assigned accounts.
Manage the full sales cycle for add-ons, including new modules, additional users, upgrades, and renewals.
Own post-sale commercial relationships with clients and identify opportunities to strengthen partnerships and generate revenue.
Proactively identify expansion opportunities through client outreach, business reviews, and understanding clients’ changing needs, including mergers, acquisitions, and divestitures.
Partner with Customer Success Managers to build and maintain client roadmaps, demonstrate return on investment, and develop business cases for further investment.
Maintain accurate account, contact, and opportunity records in the CRM to support sales forecasting and activity visibility.
Identify accounts at risk of cancellation, address objections, reinforce solution value, and help secure renewals.
Collaborate with implementation, training, support, and other teams to meet client expectations and create a seamless customer experience.
Travel approximately 40% of the time.