Job Summary

The AVP, Mid-Market Account Management will manage all aspects of the Account Management Organization (AMO) for the Mid-Market segment, which includes companies across verticals with a Revenue of up to $750M. The AVP will be responsible to Hire, Direct, Plan, Manage and Develop a world-class team of BlackLine Regional Vice Presidents (RVPs). You will inspire a team, build functional processes, and ultimately drive the team to hit assigned growth targets.

Roles and Responsibility (list in order of importance)

• Lead all aspects of the Account Management function for BlackLine including our entire customer portfolio; responsible for renewal and retention, mitigating churn, up-selling based on customer potential, and cross-selling the BlackLine suite of solutions
• Lead a team of Mid-Market AMO RVPs
• Hire a world-class team that can manage large, complex deals during all stages of the customer lifecycle
• Build and manage a large pipeline of business - achieving world-class net dollar retention
• Drive strong internal collaboration with Customer Success, Solutions Consultants, Marketing, Operations and Product as the quarterback of the Account Management function
• Develop and implement a comprehensive strategy that maximizes BlackLine’s opportunity across our products and services
• Responsible for coaching, performance management and career development of staff.
• Create and deliver a strong value narrative helping our customers understand the ROI they receive from BlackLine
• Maintain Executive Buyer (EB) relationship while multithreading into other key executives across the C-Suite.
• Handles escalations and participates directly in complex sales to negotiate and resolve disputes to ensure customer satisfaction.
• Contribute to the overall success of AMO by going above and beyond roles & responsibilities while embodying our culture and values

Required Qualifications

Years of Experience in Related Field: 10+ years of field selling experience; 5+ years of leading a team ideally at a Enterprise SaaS company with long sales cycles & large figure ASPs

Education: Bachelor’s degree required

Preferred Qualifications

• 15+ years of field selling experience; 8+ years of leading a team ideally at a blue-chip Enterprise SaaS company with long sales cycles & large figure ASPs
• Bachelor’s degree required
• Strong appetite for finding upsell business within our current customer base and experience managing 3-9 month sales cycles; proven ability to close large ARR contracts
• Strong executive presence and ability to challenge CXO’s; cutting edge perspective on sales & revenue operations and natural trusted advisor
• Strong presentation skills and the ability to articulate complex concepts to cross-functional audiences
• Exceptional collaboration and relationship-building skills – with the ability to develop work in relationships at all levels of management, both internal and external to BlackLine
• A general manager mindset with strong expertise in Enterprise SaaS; Understands the most important metrics and knows how to optimize a business for scale