Channel Sales Representative id-8672

May 14, 2025

Job Description

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.

Other Jobs You May Be Interested In

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, ethnicity, 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 have 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.

Back to blog

Common Interview Questions And Answers

1. HOW DO YOU PLAN YOUR DAY?

This is what this question poses: When do you focus and start working seriously? What are the hours you work optimally? Are you a night owl? A morning bird? Remote teams can be made up of people working on different shifts and around the world, so you won't necessarily be stuck in the 9-5 schedule if it's not for you...

2. HOW DO YOU USE THE DIFFERENT COMMUNICATION TOOLS IN DIFFERENT SITUATIONS?

When you're working on a remote team, there's no way to chat in the hallway between meetings or catch up on the latest project during an office carpool. Therefore, virtual communication will be absolutely essential to get your work done...

3. WHAT IS "WORKING REMOTE" REALLY FOR YOU?

Many people want to work remotely because of the flexibility it allows. You can work anywhere and at any time of the day...

4. WHAT DO YOU NEED IN YOUR PHYSICAL WORKSPACE TO SUCCEED IN YOUR WORK?

With this question, companies are looking to see what equipment they may need to provide you with and to verify how aware you are of what remote working could mean for you physically and logistically...

5. HOW DO YOU PROCESS INFORMATION?

Several years ago, I was working in a team to plan a big event. My supervisor made us all work as a team before the big day. One of our activities has been to find out how each of us processes information...

6. HOW DO YOU MANAGE THE CALENDAR AND THE PROGRAM? WHICH APPLICATIONS / SYSTEM DO YOU USE?

Or you may receive even more specific questions, such as: What's on your calendar? Do you plan blocks of time to do certain types of work? Do you have an open calendar that everyone can see?...

7. HOW DO YOU ORGANIZE FILES, LINKS, AND TABS ON YOUR COMPUTER?

Just like your schedule, how you track files and other information is very important. After all, everything is digital!...

8. HOW TO PRIORITIZE WORK?

The day I watched Marie Forleo's film separating the important from the urgent, my life changed. Not all remote jobs start fast, but most of them are...

9. HOW DO YOU PREPARE FOR A MEETING AND PREPARE A MEETING? WHAT DO YOU SEE HAPPENING DURING THE MEETING?

Just as communication is essential when working remotely, so is organization. Because you won't have those opportunities in the elevator or a casual conversation in the lunchroom, you should take advantage of the little time you have in a video or phone conference...

10. HOW DO YOU USE TECHNOLOGY ON A DAILY BASIS, IN YOUR WORK AND FOR YOUR PLEASURE?

This is a great question because it shows your comfort level with technology, which is very important for a remote worker because you will be working with technology over time...

DISCLAIMER