Senior Account Executive - Federal

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 Account Executive, Federal plays a key role in shaping how government agencies modernize finance and operations through SaaS innovation. This role covers the entire sales process - from prospecting to closing, with a focus on building trusted relationships with CFOs, Controllers, CIOs, and other senior leaders. It's an opportunity to be at the forefront of transformation in the federal market, where curiosity, creativity, and persistence open doors to meaningful impact. The ideal candidate thrives in dynamic environments, enjoys exploring new possibilities, and approaches every engagement as a chance to deliver value and pioneer growth.
You'll Get To:

• Consistently achieve and exceed annual sales targets and monthly revenue quotas.
• Generate a strong pipeline that leads to revenue growth and quota attainment.
• Act as a pioneer in the federal market, introducing new solutions and creating demand by identifying mission priorities and opportunities.
• Build trust and credibility with senior federal executives, influencing decisions at the C-Suite and leadership levels.
• Sell on value, mission outcomes, and ROI rather than technical functionality.
• Bring curiosity and creativity to customer discovery, uncovering opportunities and aligning solutions across multiple lines of business.
• Develop thoughtful account strategies and territory plans by account tiering.
• Collaborate with Marketing & Business Development to maximize market awareness and pipeline generation.
• Partner with Pre-Sales, Value Engineering, Product, Operations, and Legal teams to deliver an exceptional customer experience.
• Ensure opportunities are accurately reflected and maintained in Salesforce.
• Participate in required and advanced sales training as defined by the Head of Federal.
• Be a strong teammate who contributes to shared success while also demonstrating independence and accountability.
• Travel required, approximately 50%.

What You'll Bring:

• Years of Experience in Related Field: 5-8 years of experience successfully selling enterprise SaaS software (federal sales experience preferred).
• Proven track record of closing new business with large organizations.
• Education: Bachelor's degree in Business, Accounting, Finance, IT, Economics, or related field; MBA preferred.
• Direct experience selling into federal agencies (DoD, VA, DHS, USDA, Treasury, etc.).
• Background in ERP modernization, finance transformation, or audit readiness.
• Track record of introducing new solutions to emerging markets and driving measurable results.
• Independent work ethic with consistent communication cadence to/with Head of Federal.
• Strong understanding of team-based sales approaches and networking.
• Strong consultative sales skills with the ability to frame opportunities in terms of ROI and mission outcomes.
• Experience building strong relationships with C-Level executives and decision-makers across both IT and business units.
• Naturally curious, with a growth mindset and genuine interest in customer success.Grit and resilience: able to stay focused, energized, and positive while navigating complex sales cycles.
• Ability to thrive in a fast-paced, team-oriented environment while independently driving results.
• Strong organizational and time management skills.
• High level of integrity and professionalism.
• Adaptability in a rapidly growing SaaS organization.

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.
Salary Range:
USD $144,000.00/Yr. - USD $170,000.00/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.