Territory Manager - Eastern Canada

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:
BlackLine Canada is seeking a dynamic, self-starting Territory Manager 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 a Territory Manager for Eastern Canada, 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
You'll Get To:

• 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.

What You'll Bring:
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.

We're Even More Excited If You Have:

• Knowledge of cloud SaaS industry, accounting background a bonus

• Proven, award-winning, closer of the largest companies globally

• Independent personality, detail-oriented, clear communicator, and knows and meets deadlines inside of BlackLine as well as with/for our clientele

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.