Account Executive, Quebec

BlackLine Canada is seeking a dynamic, self-starting Account Executive - Quebec to drive the adoption of our market-leading SaaS platform across Eastern Canada. This role is focused on winning new logos with companies under $2 billion in revenue and strategically growing our footprint within existing customer accounts. 

As the leader of your territory, you will deliver BlackLine's finance and accounting automation solutions to a multi-billion dollar market. You will have the autonomy to build and manage your pipeline, supplemented by a steady stream of pre-qualified opportunities and the full support of BlackLine's experienced sales and solutions experts. 

The ideal candidate is an entrepreneurial and strategic seller who excels in a consultative role. You will be responsible for the entire sales cycle—from identifying key business priorities and building relationships with C-level executives to negotiating multi-year subscription contracts. If you are passionate about solving the complex challenges of modern finance and thrive on exceeding sales goals, this role offers a significant opportunity for success and impact.

As an Account Executive - Quebec, you will be responsible for driving new business acquisition and expanding BlackLine’s customer base across a diverse territory. This is a "hunter" role focused on identifying, qualifying, and closing new business in accounts up to $1.5BN in revenue. You will manage a territory of named customers for upsell opportunity

• Strategic Sales & Territory Planning 

• Develop and execute a territory plan to achieve quarterly and annual sales targets by closing new logos within Quebec and the Atlantic provinces. 

• Utilize networking and prospecting skills to generate leads, manage a healthy pipeline, and identify strategic, solution-based sales opportunities. 

• Build and maintain a healthy sales pipeline by engaging with prospects through various channels, including cold outreach, partner collaboration, and marketing-generated leads. 

• Manage the entire sales cycle for opportunities, from initial prospecting and appointment setting to product demonstrations, negotiation, and closing. 

• Sales Cycle & Relationship Management 

• Manage the entire sales cycle, from initial prospecting and appointment setting to coordinating responses for RFIs/RFPs, negotiating, and closing business. 

• Develop and manage high-value relationships with key stakeholders, understanding the business priorities that drive C-level decisions. 

• Present BlackLine's proposals professionally, articulating the value of our solutions to finance and accounting professionals at all levels. 

• Collaboration & Leadership 

• Collaborate with internal teams, including Pre-Sales, Customer Success, Product, Marketing, and Legal, to ensure a smooth hand-off and long-term success for new customers. 

• Provide leadership and guidance to other team members on assigned accounts. 

• Identify and qualify opportunities for client testimonials and case studies from your newly acquired accounts. 

• Operations & Reporting 

• Maintain a precise forecast and diligently track all client engagement and pipeline progression using Salesforce, Clari, and other sales enablement tools. 

• Provide weekly updates, monthly projections, and quarterly committed forecasts to the sales management team. 

• Use tools like Gong and Sales Navigator to track client interactions and gain insights for more effective selling. 

Required Qualifications  
Years of Experience in Related Field: 5+ years of experience selling complex enterprise cloud software, working with accounts within the respective region  
 
Education: Bachelor's degree in Business, Accounting, Economics, IT, Finance or MBA preferred  

• 5+ years of experience in a B2B SaaS "hunter" sales role, with a demonstrated history of quota attainment and run a complete sales lifecycle from lead to close to go-live to customer success. 

• At least 2 years of business development or appointment-setting experience is required with a proven record and strong capability to generate leads, pursue opportunities and sell. 

• Strong relationship-building and consultative selling skills, with experience selling to buying committees. 

• Experience selling business applications to business users - ERP, CRM, HCM solution knowledge with familiarity with financial/accounting software and major ERP systems (SAP, Oracle, Microsoft). 

• Strong background or experience selling to the office of the CFO buying center and selling to a consensus based committee including IT is a big plus. 

• Experience with account planning, relationship mapping, and business strategy mapping following sales methodologies like Target Account Selling or similar 

• Experience selling to buying committees and closing six or seven figure annual SaaS deals and growing client account spend year over year 15%+ with new projects 

• Excellent verbal and written communication skills, problem-solving abilities, time management and analytical skills. 

• 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 

• Adhere to the highest standards of integrity and professionalism 

• Fluency in both English and French is required. 

• A bachelor’s degree is required. 

• Willingness to travel up to 50 percent of the time.