Breena Svetlic spent her college years studying marine biology, which inspired her post-graduation career plans. But as much as she loved exploring the mysteries and delights of the oceans, the pay was less than desirable. When a mentor suggested that she pursue a sales career, Svetlic decided to listen to his advice and make the pivot.
“He recommended that I go into sales based on my work ethic, personality, and drive for success,” she says.
At first, Svetlic wasn’t sure that she’d made the right choice. She couldn’t help but notice that everyone around her seemed to be equipped with a wealth of knowledge and the academic credentials to match.
“I was very uncomfortable because my peers had formal business degrees and knew they wanted to be in sales for years,” she says. “I felt like an underdog and that I had to prove myself.”
Motivated to be on the same level as her colleagues, Svetlic took on self-directed learning and read 30 sales-related books during her first year on the job. The hard work paid off: Not only did she hit her work goals, but she earned Rookie of the Year. As her career progressed, she gained valuable experience with new logo sales and account management, working with various-sized companies across a wide range of industries.
Today, Svetlic is the Regional Vice President of Account Management at the fintech company BlackLine, where she’s developed valuable leadership skills.
“I’m passionate about account management because it allows you to understand the companies you’re serving and provide them with solutions to help their business succeed,” she says. “When they win, you win.”
Here, Svetlic shares why she decided to join BlackLine, how she leads her team to success, and what it takes to thrive in the sales industry.
How did you know that BlackLine would be a good fit?
When I was looking for a new role, BlackLine was at the top of my list based on the connections I’d made with their employees. Their insight convinced me to join the company, and I was confident about the fit. Every person I interacted with at Blackline before and during the interview process impressed me with their industry knowledge, friendliness, and willingness to support my career move.
Also, my background was primarily in Software as a Service (SaaS), like BlackLine, and I’ve worked for companies with similar cultures and growth targets.
What are your core responsibilities as the Regional Vice President of Sales - Enterprise AMO North America (West), and why does this work appeal to you?
My responsibilities involve hiring, training, and leading six account managers. I’m also responsible for hitting growth targets and keeping our customers happy and thriving. I also collaborate across departments to execute various projects and manage internal processes to help our teams excel.
This work appeals to me because I love being a leader. I find joy in seeing others around me succeed. I take a lot of pride in helping my team hit their personal and professional goals. I also like to add value to my organization—whether that means joining an employee resource group (ERG) for women in tech sales or providing my insight and knowledge to contribute to BlackLine’s future success.
You’ve been at BlackLine for more than two years. What’s been one of your biggest accomplishments or highlights thus far?
Yikes, this is a hard question! I think I’ve accomplished wins that took place over days as well as weeks, but I have to say that my biggest accomplishments all involve the teams I’ve hired and had the pleasure of leading. They get me excited to wake up every day and go to work.
How would you describe your leadership style, and what’s the biggest challenge you’ve faced as a leader?
In terms of my leadership style, I like to compare it to being a personal trainer. Does everyone need personal training? No. You can go to the gym and work out on your own and see success, but by investing in a personal trainer, someone is there to motivate you, hold you accountable, and allow you to see your blind spots, which will help you achieve results much quicker. A personal trainer can also remind you of your accomplishments along the way.
The biggest challenges I’ve faced have involved making tough choices, whether that’s deciding between two exceptional candidates during the interview process or parting ways with an individual who isn’t the best fit for the role.
We understand that you’re currently looking to hire an enterprise account manager. What are some important skills or traits that a prospective employee needs to succeed in this role and at BlackLine?
A candidate should enjoy managing existing clients, be eager to learn new things every day, have strong collaboration skills with their accounts and internal team members, and be able to execute and hit goals. That internal drive for success can’t be taught; it needs to come from within.
How does BlackLine encourage professional growth and internal mobility? How have you been personally supported?
BlackLine is very supportive of professional growth in many forms, such as learning from peers who are experts in a certain topic or formal professional opportunities. Last year, I took an external leadership development course to continue refining my leadership skills.
Tell us about your involvement within BREW (BlackLine Resources for Empowering Women), an internal women’s professional network at BlackLine. Why did you choose to join the group, and how has your experience reflected the company’s commitment to celebrating differences and cultivating diverse perspectives?
BREW facilitates wonderful discussion opportunities and spotlights great guest speakers. It’s always fun to connect with other professional women in tech.
I’m excited by the work that BREW does; the group is fantastic! I’m a current member and have participated in virtual sessions. Due to my onboarding and maternity leave last year, I haven’t been as active as I would like, but I’m looking forward to a more active role in the future.
What advice do you have for women who are looking to start a career in sales or make a career pivot to sales? What about parents who are looking to balance working in sales with being caregivers?
Women who are looking to go into sales should just do it! They should get out of their comfort zone, embrace the fear, and dive in. It’s also important to connect with other women and support each other along the way.
Parents who are looking to achieve work-life balance should know how to prioritize and manage their time to maximize results. Most parents are naturally motivated to provide the best life for their kids. It’s great knowing that if you want to sign your kid up for a new activity that’s out of the household budget, you can sell another deal to make it happen. Not a lot of careers offer this level of control or flexibility.
If you had to curate a soundtrack to your life, what would be the opening song, and why?
Oh man, that’s tough! But if I had to pick one opening song, it’d probably be my wedding song, “From the Ground Up” by Dan and Shay.