Senior Business Development Representative

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 Senior Business Development Representative (BDR) is responsible for supporting the sales and marketing functions through top of the funnel activities associated with an assigned territory. The BDR is an essential part of the BlackLine business model, fueling the growth of Pipeline and Revenue objectives of the Sales organization, so that the company can meet their overall business objectives. Responsible for early stage prospect and funnel management, the BDR needs to have skills associated with identifying and following up on both inbound interest and generating outbound opportunities. The Senior BDR needs to determine how to best engage with the prospect to achieve the greatest success. This may include, but is not limited to, decisions regarding which communication tactics to use, email messaging, talk tracks, and leveraging marketing resources (videos, direct mail, electronic direct mail). The goal is to generate a substantial pipeline of weekly meetings, to then generate Qualified Meeting to be accepted by assigned sales rep to achieve, and exceed, assigned monthly, quarterly, and yearly quotas. Ultimately, the Senior BDR is responsible for maintaining and creating their own pipeline through the management of the assigned territory, in coordination with their assigned sales reps, direct manager, and marketing colleagues. Communicates with Marketing and Sales teams internally as well as prospects externally. As a high performing member of the team, the Senior BDR consistently achieves monthly quota targets and has successfully moved through all levels the BDR Matrix.
You'll Get To:
Performance:

• Consistently achieves good-standing through regular monthly quota attainment

• Serves as an example to the team for what 'best practice' looks like.

• May participate in Tenured BDR track led by BDR Enablement, receive a mentor outside the BDR organization, serve as a mentor within the BDR organization.

Territory management

• Research, identify, and generate weekly meetings with Finance and Accounting professionals.

• Stay abreast and informed of trends and market data in target market segments in order to tailor outreach to prospects that will create opportunities.

• Partner with the field organization (sales) to drive the day-to-day interactions that identify prospects for long-term business opportunities

• Analyze and determine key customer insights from business drivers, market trends, customer feedback, and operating metrics in order to make decisions on how to best convert prospects to qualified sales opportunities.

Pipeline management

• Qualify, build, and manage an accurate meeting pipeline

• Conduct daily volumes of activity including outbound cold calls, emails, & social selling

• Forecast achievement and monitor success with high accuracy, adjusting approaches and techniques used based on data and responding in an agile manner

Partner management

• Manage a book of prospects by understanding target accounts and organizing how to approach them daily.

• Collaborate with multiple business partner in order to effectively schedule prospect meetings and achieve qualified meetings (QMs).

• Select appropriate outreach avenues (sequences, emails, talk tracks, direct mail campaigns) based on the prospect details including Persona, Account Size and structure.

• Provide feedback to Marketing team members on what assets and outreach are resonating and which are not in order to iterate on the resources available.

Use of Resources: Tech, Marketing, etc.

• Input accurate data into Salesforce for tracking prospect interactions and information

• Leverage multiple marketing platforms such as Salesforce, Outreach, and LinkedIn Navigator to best engage with prospects.

• Leverage resources (over 500 sequences) and campaigns (direct mailers, field events, etc.) to effectively create qualified meetings.

What You'll Bring:

• Proficient in Microsoft Office Suite (Outlook, PowerPoint, Excel, Word, etc.)
• Excellent written/verbal communication skills, and the ability to tailor messages to the audience-level
• Strong problem-solving skills
• A motivated, driven and self-starter attitude
• Ability to work in a fast paced, team environment
• Ability to take initiative
• Effective time management and prioritization skills
• Ability to shift between competing priorities without losing focus
• High attention to detail for data integrity

We're Even More Excited If You Have:

• Proficient in Outreach (or other sales engagement platform), Salesforce, 6sense, LinkedIn Sales Navigator
• Previous sales experience, specifically software sales experience
• Proven track record of success prospecting for new business
• Previous experience being held to metrics
• Tech-savvy
• You have some accounting knowledge (CPA eligible or Audit experience).

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 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.