This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description As an Enterprise Account Executive at Turnkey, you will be one of the earliest sales hires, responsible for driving revenue growth by building our enterprise business from the ground up. You’ll own the full sales cycle; from pipeline generation and outreach to deal strategy, negotiation, and close; while navigating long, complex sales processes with some of the largest and most sophisticated enterprises in the world. - Build the Enterprise Motion: Establish Turnkey’s presence in the enterprise market, identifying new verticals and high-value opportunities. - Own Full Sales Cycle: Drive deals end-to-end—prospect, qualify, run technical discovery, design solutions, negotiate contracts, and close. - Craft Deal Strategies: Develop creative approaches for first-of-kind, complex deals; align cross-functional stakeholders internally and externally. - Engage the C-Suite: Build trusted relationships with senior decision makers (CIO, CTO, CISO, CFO) at the world’s largest enterprises. - Navigate Complex Products: Translate technical capabilities (APIs, security models, integrations) into clear business value for diverse stakeholders. - Influence GTM & Product: Partner closely with founders, exec, Product, and Engineering—bringing market insights back to shape our roadmap. - Represent Turnkey Externally: Act as an ambassador at industry events, conferences, and in strategic networks. Qualifications - 8+ years of enterprise sales experience, including proven success in building net-new business in complex technical sales. - Strong track record of closing large, multi-stakeholder enterprise deals with long sales cycles. - Ability to engage credibly with both technical teams (developers, security engineers) and business leaders (C-suite, finance). - Experience selling APIs, infrastructure, or highly technical SaaS products is a plus. - Entrepreneurial, self-starter mindset with the ability to thrive in ambiguity and build systems from scratch. - Exceptional executive presence, communication, and relationship-building skills. - Comfort working cross-functionally with Product, Legal, Risk, and Finance teams. Style Points - Experience at a high-growth startup or scaling a new vertical within a larger organization. - Crypto, fintech, or security infrastructure background preferred. - Technical proficiency and curiosity about developer tools, APIs, or cryptography. - Biased towards action & a one-team mentality. Benefits - Full benefits, including medical, dental, vision, life, disability, HSA/FSA, 401(k) - Paid parental leave - Unlimited PTO - $3,000/yr learning and development budget for conferences and education. - Multiple team offsites per year. - Lunch stipend Compensation range $125,000 — $200,000 USD

• Own the expansion and upsell of a defined book of business by identifying opportunities to expand implementation of existing and new products. • Create reference-worthy peer relationships deep and wide within assigned accounts via multithreading, by cementing customer retention while developing relationships with buying teams including key decision makers (“C” level personas). • Focus on moving customers from single product to multi-product contracts, which both improves ARR and reduces churn risk. • Execute independent prospecting activities with an existing book of business as required to maintain a total pipeline of opportunities at minimum of your assigned goals. • Interact collaboratively with SDRs and Marketing, following the guidelines that define dispositioning of qualified leads. • Execute the sales process to achieve upsell and cross-sell ARR, utilizing the MEDDPICC framework to qualify opportunities rigorously. • Guide and lead opportunities through each stage of the sales funnel, collaborating with personnel from allied teams like Demand Gen, Revenue Operations, Finance, Legal, and Customer Success (CS). • Forecast accurately based on buyer behavior, guided by the MEDDPICC framework. • Co-own the customer experience post-sale by setting up our delivery teams for success during the sale. Engage in company EdTech-specific events and conferences to reinforce customer relationships and amplify our market influence. • Work closely with Customer Success Managers on smooth handoffs, and at important touchpoints, to achieve shared goals for customers. • Collaborate with our Demand Gen team to deploy targeted promotions, educational content, and training initiatives aligned with customers’ needs.

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 Mid-Market Sales Executive delivers the BlackLine software-as-a-service (SaaS) platform to accounting and finance teams in a multi-billion dollar market space. The Mid-Market Sales Executive has broad authority to construct his/her pipeline, a steady stream of pre-qualified opportunities, and support from BlackLine's experienced team of sales and solutions experts. You'll Get To: Contribute as a member of the mid-market team to achieve the overall strategic group objectives 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 to visit prospects in territory, regional events, and conferences Ability to negotiate pricing and contract terms with customers 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 Establish effective sales strategies and tactics that result in new account business generation 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 What You'll Bring: Salary Range: USD $76,500.00/Yr. - USD $90,000.00/Yr. Pay Transparency Statement: Placement within this range depends upon several factors, including the applicant's prior relevant job experience, skill set, and geographic location. In addition to base pay, BlackLine also offers short-term and long-term incentive programs, based on eligibility, along with a robust offering of benefit and wellness plans. We are committed to pay transparency and ensuring candidates have clear information about compensation expectations. For roles that include variable incentive components such as an Incentive Compensation Plan (ICP) or On-Target Earnings (OTE), the compensation structure may follow a split model - for example, a 50/50, 70/30, or 60/40 ratio between base salary and variable incentive. BlackLine is committed to creating an inclusive and accessible experience for all candidates. If you require a reasonable accommodation that would better enable your success during the application or interview process, please complete this form. Accommodations: BlackLine is committed to creating an inclusive and accessible experience for all candidates. If you require a reasonable accommodation that would better enable your success during the application or interview process, please complete this form.

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description This is a founding commercial sales hire at a seed-stage startup with less than 15 employees and aggressive growth targets. You will wear the AE hat and elements of the customer success hat. You will work directly with our founders and engineers on every deal. The pace is intense — 12-16 hour days are common when customer-critical work is happening, and there will be nights and weekends. The upside is healthy commission and an opportunity to build the commercial go-to-market engine for a company at the leading edge of AI and cyber defense. - Initiate and close enterprise software deals for commercial customers from initial sourcing through proofs of concept to production contract close. - Own the full sales cycle: initial outreach, discovery, qualification, proposal, POC negotiation, and closing production contracts. - Partner with our founding team and core product engineers to ensure POCs convert successfully to production contracts. - Sell into complex buying committees spanning CISOs, CIOs, SOC leadership, security architects, and procurement. - Accurately forecast revenue, manage pipeline, and consistently meet or exceed quota. - Develop repeatable commercial sales motions, collateral, and playbooks that will scale as we build out the sales team. - Travel to customer sites for executive meetings, POC kickoffs, and relationship building. - Provide direct customer feedback to our product team — you are the voice of the commercial market internally. Qualifications - 5+ years of experience meeting or exceeding quotas for complex, enterprise cybersecurity software sales - Experience selling to CISOs, CIOs, or security leadership - Track record of closing six and seven-figure deals with Fortune 500 or large enterprise customers - Experience navigating complex buying committees and long sales cycles - Strong proposal writing, negotiation, and contract skills - Willingness to travel regularly and work extended hours as part of a fast-moving seed-stage startup