Senior Mid-Market Sales Executive

1 week ago

Remote, Oregon, United States Blackline Full time

Get to Know Us:
It's fun to work in a company where people truly believe in what they're doing
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.
Work, Play and Grow at BlackLine
Make Your Mark:
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.
You'll Get To:
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.
What You'll Bring:

  • 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.
  • 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.
  • Bachelor's Degree or equivalent experience.
  • Must be able to travel 35% of the time.

Thrive at BlackLine Because You Are Joining:

  • A technology-based company with a sense of adventure and a vision for the future. Every door at BlackLine is open. Just bring your brains, your problem-solving skills, and be part of a winning team at the world's most trusted name in Finance Automation
  • A culture that is kind, open, and accepting. It's a place where people can embrace what makes them unique, and the mix of cultural backgrounds and varying interests cultivates diverse thought and perspectives.
  • A culture where BlackLiner's continued growth and learning is empowered. BlackLine offers a wide variety of professional development seminars and inclusive affinity groups to celebrate and support our diversity.

BlackLine is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity or expression, race, age, religious creed, national origin, physical or mental disability, ancestry, color, marital status, sexual orientation, military or veteran status, status as a victim of domestic violence, sexual assault or stalking, medical condition, genetic information, or any other protected class or category recognized by applicable equal employment opportunity or other similar laws.
BlackLine recognizes that the ways we work and the workplace itself has shifted. We innovate in a workplace that optimizes a combination of virtual and in-person interactions to maximize collaboration and nurture our culture. Candidates who live within a reasonable commute to one of our offices will work in the office at least 2 days a week.

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