Mid-Market Account Manager

Los Angeles, CA, United States

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 Mid-Market Account Manager serves as the client advocate, providing customers with a consistent level of professional support in an effort to develop and maintain relationships throughout the lifecycle of the account. A key role of this position is setting and communicating expectations, both within the organization and externally with the client. Roles supports clients with earnings less than $750M in annual revenue.

You'll Get To:

Starting immediately, after initial sale, manage client relationship throughout lifecycle of account as a dedicated customer resource.

Generally ensure client satisfaction and client retention.

Schedule and complete weekly activities which include working assigned leads from existing accounts and proactively contacting clients on a regular rotational basis by email and phone no less than once a quarter and before renewal.

On an ongoing basis, maintain account, contact, activity and reference information in internal customer relationship management system. Stay current on assigned account activity.

Keep abreast of assigned clients’ business situation and follow-up accordingly (i.e., mergers, acquisitions, divestitures, parent and sister companies, etc.).

Assist in establishing effective sales strategies and tactics that result in expanding current business and update sales opportunities regularly to optimize sales results.

Achieve monthly sales targets and monthly recurring revenue quotas on a consistent basis.

Work closely with customer success managers and other departments (i.e., Implementations, Training, Support, Sales) in coordinating communication and action items, including transition from Sales, to insure clients’ expectations are met in a timely manner.

Work as a team with customer success manager to create and maintain Client Roadmap, outlining client goals, usage and application performance needs. Perform account reviews to elicit open communication with respect to the value of products and services BlackLine is providing. Evaluate ROI for client, so full value of software solution is realized and momentum is preserved.

Sell additional users, upgrades, migrations, module implementations and renewals. Work with Legal and Sales Administration teams to prepare necessary documentation.

Encourage client awareness and use of BlackLine products, programs and services including, but not limited to, BlackLine U and webinars optimization and diagnostic reviews, implementation services, software upgrades, additional modules, BUGs and the BlackLine Community.

Work with clients requesting to cancel their subscription and determine what can be done to avoid cancellation. If client continues cancellation, document reasons.

Coordinate communication with management to resolve customer grievances, billing issues and escalate assistance for incidents that require further action.

Provide Marketing team with qualified client testimonial leads.

Follow up on action items from BlackLine Community moderators.

Attend various Client Roundtables and the Annual User Conference.

What You'll Bring:

3+ year’s customer service or sales experience required

Accounting and/or BlackLine experience a plus

People-oriented professional with strong relationship building skills

Ability to be a knowledgeable adviser to clients with a well-developed consultative selling style

Proven history of meeting quota consistently along with a strong background in selling into the CFO’s organization and Accounting/Finance Departments preferred

Outstanding analytical and oral and written communication skills

Keen business sense, with the ability to find creative business-oriented solutions to customer problems

Proven experience drafting, negotiating and finalizing a variety of client material & documents

Proven success working in a fast-paced environment

Strong results orientation with a dedicated client focus

Demonstrated ability to work efficiently, meet demanding deadlines, prioritize workflow and adjust to frequent workload fluctuations

Ability to work independently while also being strong collaborator

BA/BS college degree required

Minimal travel required

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.

Salary Range:

USD $84,000.00 - USD $95,000.00

Pay Transparency Statement:

Placement within this range depends upon several factors, including the applicant's prior relevant job experience, skill set, and geographic location. In addition to base pay, BlackLine also offers short-term and long-term incentive programs, based on eligibility, along with a robust offering of benefit and wellness plans.

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