Sales and Marketing Key Account Manager

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.

The Regional Vice President, International Business, is responsible for managing a team of sales professionals that includes Strategic, Enterprise and Mid-Market Sales and Account Managers who are selling BlackLine’s platform and products in the EMEA North region to Controllers & CFOs within our install base, focused on both Net New logo acquisition and the growth of existing client accounts to attain revenue growth, increased use of the BlackLine platform, and profitability goals, whilst also minimizing and managing churn and attrition risk.

• Develop & execute strategic sales plan: provide strategic and tactical thinking.
• Take a leadership role in executing the sales strategy to support the growth of the business, while continuing to drive gross margins, quarterly bookings and Churn & Attrition goals.
• Establish, lead and develop a sales infrastructure that fits the needs of the business and the products BlackLine provides to its customers, covering Enterprise markets across industries and multiple geographies (Nordics, BeNelux & Middle East).
• Develop and manage detailed forecasts and team performance.
• Lead by example in a dotted line the Customer Success, presales, alliances, delivery and marketing team to promote an unparalleled customer experience.
• Demonstrate excellent sales leadership, recruiting and team building skills, staff development and detailed pipeline management.
• Evolving marketplace, particularly related to sharpening the message, product enhancements, pricing, and competitive intelligence.
• Implement a selling methodology to the sales team to promote greater client centricity.
• Foster teamwork and create a positive work environment for a geographically distributed salesforce.
• Provide regular reporting on performance and progress to management and internal stakeholders, recommending strategic initiatives to improve the efficiency and profitability of this market.

The successful candidate will be a highly experienced strategic sales leader, with a solid track record in developing and managing international sales organizations with a complex partner ecosystem. They will have a solid track record in an international SaaS environment and will demonstrate a strong passion for leading global sales teams and closing deals to achieve sustained double-digit growth rates in a very competitive environment.

They would ideally have worked in corporates known for the quality of their sales processes as well as within more entrepreneurial and fast-growing companies. They will be interpersonally adept, and will inspire, motivate and develop a team of experienced account managers. A leader who inspires others, leads by example, and promotes a culture that fosters performance excellence, personal commitment, meaningful contributions, and adherence to the organization’s vision and values.

• An ability to set high, but reachable goals, clearly communicate those goals to account managers and then infuse the team with a sense of purpose and urgency in attainment of those goals.
• Good analytical skills and effectively leverages data to inform opinions and solve problems.
• A team player, able to cooperate with the Executive team and peers, to work autonomously and to foster effective partnerships with internal teams and external stakeholders.
• Charismatic and collaborative with the ability to gain credibility and build relationships with a diverse group of engineers, stakeholders, and external partners.
• Enthusiastic about working in a fast-growing and ever-changing environment with international travel.
• Management of a multi-functional and international team.
• People-oriented professional with strong relationship building skills and a proven track record of growing a territory is required.
• Proven coaching, mentoring and leadership skills, evidenced by personal and career development success of direct reports.
• Ability to be a knowledgeable adviser to clients and prospects with a well-developed consultative leadership style.
• Proven history of meeting quota consistently along with a strong background in selling, and leading sellers, into the CFO’s organization and Accounting/Finance Departments preferred.
• All sales professionals, and their leaders, are required to adhere to the highest standards of integrity and professionalism.
• Influencing and change management skills.
• Excellent presentation, lead qualification and client relationship skills.
• Must be able to travel up to 50% of the time, where required.