Note: The job is a remote job and is open to candidates in USA. BlackLine is a leading provider of cloud software that automates and controls the entire financial close process. The Senior Account Executive, Federal plays a key role in shaping how government agencies modernize finance and operations through SaaS innovation, focusing on building trusted relationships with senior leaders and driving sales in the federal market.
Responsibilities
- 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%
Skills
- 5-8 years of experience successfully selling enterprise SaaS software (federal sales experience preferred)
- Proven track record of closing new business with large organizations
- 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
- 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
Benefits
- Short-term and long-term incentive programs, based on eligibility
- A robust offering of benefit and wellness plans
- A wide variety of professional development seminars and inclusive affinity groups
- Candidates who live within a reasonable commute to one of our offices will work in the office at least 3 days a week
Company Overview
Companies turn to BlackLine (Nasdaq: BL) to help solve their most complex finance and accounting challenges through the power of Agentic Financial Operations. It was founded in 2001, and is headquartered in Woodland Hills, CA, US, with a workforce of 1001-5000 employees. Its website is https://www.blackline.com.