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

Our Company OnePoint Patient Care Overview Responsible for focusing on new customer acquisition for the company. This position involves cold calling new potential clients, client business referrals or leads received via web, conferences, and inbound calls. Is responsible for the development and maintenance of the company database of contact information as well as the procurement, development and maintenance of non-customer and competitor pharmacy information. Engages potential clients and customers to understand current pharmacy services needs and potential opportunities forOnePoint Patient Care services in hospice markets nationwide. Success is measured monthly by securing pre-established appointments with hospice targets for our outside sales team for further development and closure. Works cross-functionally with stakeholder functional areas including outside sales and marketing. Reports to the VP of Business Development. Responsibilities - Cold calling; making multiple outbound calls to potential clients - Understands client needs and offering solutions and support - Researches potential leads from business directories, web searches, or digital resources - Qualifies leads from digital campaigns, conferences, references, tradeshows, etc. - Creates and maintaining contact list/database of prospective clients - Presents and delivers information to potential clients for outside Sales follow up - Answers potential client questions and follow-up call questions - Works with sales team to transfer the lead and advance the sales process - Tracks weekly, monthly and quarterly performance and sale metrics - Maintains database (Salesforce, HubSpot, Microsoft Dynamics, Excel, etc.) of target client information - Closes pre-qualified appointment for sales team - Implements processes to continuously gather incumbent pharmacy competitor information and assures such information is promptly reflected in the company CRM system - Performs other such duties as may be assigned by the specialist’s superiors necessary to accomplish the goals and objectives of the company - Conducts job responsibilities in accordance with the standards set out in the Company’s Code of Business Conduct and Ethics, its policies and procedures, the Corporate Compliance Agreement, applicable federal and state laws, and applicable professional standards - To perform this job successfully, an individual must be able to perform each essential duty satisfactorily - The requirements listed above are representative of the knowledge, skill, and/or ability required - Each essential function is required, although reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions Qualifications - Equivalent experience in a related field required - 1-3 years’ experience in inside sales, customer service, or business related field required - Excellent verbal and written communication skills; Strong interpersonal skills to work effectively with internal and external stakeholders; strong phone presence and comfortable dialing a high volume of calls per day; ability to work with a high degree of accuracy and attention to detail; Strong presentation skills both remote and in person, and the ability to handle multiple tasks simultaneously and to prioritize accordingly; competency in commonly used Microsoft Office suite of software including MS Word, MS Excel, MS PowerPoint, and related systems including SharePoint and CRM applications required - Capacity and desire to be self-motivated and self-directed, multitask, prioritize, and manage time effectively; persuasive and goal-oriented,strong listening skills, excellent verbal and written communication skills - The ability to call, connect and interact with potential clients and customers required - Preference for work in a fast-paced environment where accuracy and attention to detail is critical to success - Eager to expand company with new sales, clients, and territories - Possess an energetic, outgoing, and friendly demeanor, and the ability to manage multiple tasks at once while completing them according to deadline desired - Physical Requirements/Demands of the position are: Standing,Sitting,Walking,Lifting and Travel (up to 20%) - The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. - Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions About our Line of Business OnePoint Patient Care, an affiliate of PharMerica, is the nation’s leading independent provider of community-based hospice pharmacy and pharmacy benefits management (PBM) services – offering hospices nationwide flexible and adaptable solutions for their hospice pharmacy needs. OnePoint fills prescriptions, creates custom compounds and formularies, provides home deliveries, and manages pharmacy benefits for thousands of patients per day. Through its Concierge PBM, Next Day Valet mail order, and Direct Express local services, OnePoint serves hundreds of hospice programs and is available in 50 states. For more information, please visit www.oppc.com. Follow us on Facebook, LinkedIn, and X.

Company: Marsh McLennan Agency Description: Marsh McLennan Agency’s East Region is a leader in the employee benefits marketplace. Our associates simplify employee health and welfare benefits and risk management for regional, national, Fortune 500 and Fortune 1000 companies. We value integrity, collaboration, passion, innovation, and accountability, and we are committed to making a difference in the moments that matter for our colleagues, clients, and communities. BRIEF DESCRIPTION The Stop Loss Consultant is tasked with supporting and promoting the growth of the Stop Loss Center of Excellence. The primary responsibility is to work with the Account and Underwriting Teams, exercising discretion and independent judgment, providing financial analysis and utilizing modeling tools to evaluate benefit programs and their impact on overall business objectives, including the management and control of client risks and losses. ESSENTIAL DUTIES AND RESPONSIBILITIES include, but are not limited, to the following: - Partner with carriers and internal teams to build and maintain schedules for client renewal and data collection to ensure consistent and timely receipt; - Perform underwriting, financial, and risk analysis support for internal teams and their respective consulting clients; - Responsible for clients’ benefits marketing process, such as: data acquisition, request for proposal (RFP) preparation, vendor question resolution, proposal review and analysis, and client exhibit and presentation preparation; - Perform the analysis and negotiation of rates and plan options with insurers on behalf of clients to secure optimal, cost-competitive benefit plans; - Validate renewals and proposals for accuracy; - Work closely with MMA Agency contacts to help intake Stop Loss process but to also educate Agency on self-funding, stop loss and captives as appropriate. - Coordinate with team member to understand Stop Loss RFP status and overall panel block positions; - Update Leadership on identified trends in stop loss market including tracking DTQ rate, overall renewal positions and contractual concerns to be addressed as part of ongoing panel management conversations; - Support MMA stop loss captives quoting process; - Review RFP/Renewal results as requested by MMA East or local MMA Agency; - Help support Stop Loss claims tracking process; - Help compile the results of the annual Request for Information process of potential Stop Loss Panel participants to determine panel selection recommendations as well as suggested changes to overall agreement to obtain optimal concessions for the Center of Excellence; - Experience and knowledge of other lines of coverage, such as Dental, Vision, Health Savings Accounts, Flexible Spending Accounts and COBRA Administration to build out a Center of Excellence Model including creation of detailed RFIs to complete market evaluation; - Help review and provide best practice recommendations on current MMA East models and outputs including financial analysis, qualitative and quantitative analysis, disruption and discount analysis as needed for other lines of coverage; - Maintain quality service standards and organization to assure timely service to MMA East and MMA Agency teams; - Remain abreast of the dynamic, competitive insurance environment, new and complex insurance initiatives, appropriate data analysis techniques and constantly changing legislation that governs business; - Support other initiatives of the Strategic Initiatives Division and Underwriting Team as needed. REQUIRED EDUCATION AND EXPERIENCE: - Bachelor’s Degree in Risk Management & Insurance, Actuarial Science, Mathematics and/or other related field is preferred or equivalent experience is required; - Minimum of two years prior work experience the Benefits Brokerage, Consulting, or Insurance industry; - Strong background in self-funding, stop loss underwriting required. KNOWLEDGE, SKILLS AND ABILITIES - Strong organizational, analytical skills and strong attention to detail; - Excellent troubleshooting, decision making and problem solving skills; - Proven ability to support multiple projects simultaneously with attention to detail and process; - Ability to multi-task and work in a fast-paced environment; - Excellent verbal and written communication skills; - Ability to prioritize projects and meet deadlines; - Ability to follow through on and successfully execute tasks while adhering to specified quality standards; - Must be able to effectively interact with people internal and external customers - Intermediate knowledge of MS Office Suite (Word, Excel, Access, Outlook), working knowledge of pivot tables. Marsh McLennan is committed to embracing a diverse, inclusive and flexible work environment. We aim to attract and retain the best people and embrace diversity of age background, disability, ethnic origin, gender orientation or expression, marital status, nationality, parental status, personal or social status, political affiliation, race, religion and beliefs, sex/gender, sexual orientation or expression, skin color, veteran status (including protected veterans), or any other characteristic protected by applicable law. If you have a need that requires accommodation, please let us know by contacting reasonableaccommodations@mmc.com #MMAE #LI-Remote The applicable base salary range for this role is $71,800 to $133,700. The base pay offered will be determined on factors such as experience, skills, training, location, certifications, education, and any applicable minimum wage requirements. Decisions will be determined on a case-by-case basis. In addition to the base salary, this position may be eligible for performance-based incentives. We are excited to offer a competitive total rewards package which includes health and welfare benefits, tuition assistance, 401K savings and other retirement programs as well as employee assistance programs. Applications will be accepted until: May 4, 2026