[Remote] Senior Account Executive - Federal

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