Job Summary
The Enterprise Sales Executive is responsible for the entire sales process from prospecting to closing business. This role is selling BlackLine’s products to Controllers & CFOs of large corporations with annual revenue greater than $750 million. The Sales Executive is assigned an account list to manage, develop and market BlackLine’s solutions to secure new business in our Software-as-a-Service business model. Working in collaboration with sales leadership and the sales operations team, the Sales Executive engages with VP, Sr. VP and C-level contacts within prospective customers developing relationships and closing business at or above expected and assigned levels per period.

Roles and Responsibility (list in order of importance)

• Generating pipeline that leads to closed revenue and quota attainment
• Selling on value and return on investment vs. technical functionality
• Explain the value of AR, its ability to deliver cost savings through process standardization, automation, Robotic Process Automation and AI
• Building credibility and trust while influencing buying decisions
• Uncovering business initiatives and pain points to map back our solutions across multiple lines of business
• Building account strategy and territory plan by account tiering
• Collaborating with and leveraging Marketing & Business Development to maximize revenue production
• Creating demand by uncovering business problems and matching them to our value proposition
• Having a deep understanding of the way businesses operate, and the priorities that drive decisions from the C-level
• Collaborate with other BlackLine teams including pre-sales, value engineering, product, operations, and legal.
• Ensures opportunities are accurately reflected and maintained in Salesforce
• Achieve annual sales targets and average monthly revenue quotas on a consistent basis
• Perform all required training in a timely fashion.
• Willingness to be a helpful teammate within your sales team and the greater BL team.

Required Qualifications

Years of Experience in Related Field: 5+ years of experience successfully selling Enterprise software deals 7+ years SaaS specific

Education: Bachelor’s degree in Business, Accounting, Economics, IT, Finance or MBA preferred

Technical/Specialized Knowledge, Skills, and Abilities:

• Exhibits “hunter” mentality and possesses outstanding ability to close sales.
• People-oriented professional with strong relationship building skills and a proven track record of growing a territory
• Account planning and execution skills
• History of successfully selling C-Level and across both IT and business units
• Strong technical aptitude
• A proven track record of driving and closing enterprise deals
• Consistent overachievement of quota and revenue goals
• Strong time management skills
• Excellent verbal and written communication skills
• Proven consultative sales solution skills, including the ability to articulate a clear, concise return on investment value statement
• Ability to maintain a high level of productivity, manage multiple competing priorities, and work effectively under the pressure of time constraints in a fast-paced, complex, collaborative, and team-oriented environment
• Ability to adapt in a changing environment with a rapidly growing SaaS organization
• Adhere to the highest standards of integrity and professionalism
• Ability to listen and apply new learnings from your manager and teammates
• Willingness to travel up to 50 percent of the time.
• Experience selling SaaS software to large corporations

Other:

• Knowledge of cloud SaaS industry, accounting background a bonus

Preferred Qualifications

• Independent work ethic with a strong ability to communicate often to/with the RVP
• Clear understanding of a team-based sale, utilizing strong networking skills
• Proven record of expertise in closing net new opportunities.
• 5 years of experience in AR

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