Senior Account Executive – Federal

🕒 July 20

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BlackLine

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2001

☁️ SaaS

💸 Finance

🏢 Enterprise

SaaS • Finance • Enterprise

BlackLine is a cloud-native financial operations platform that centralizes, standardizes, and automates record-to-report and invoice-to-cash processes for the Office of the CFO. Its Studio360 platform and suite of applications (account reconciliations, transaction matching, journal entries, intercompany, cash application, collections, reporting and consolidation) help organizations accelerate close, reduce audit time, automate journal entries and receivables matching, and maintain governance and compliance. BlackLine also embeds Verity™ AI — a multi-agent AI system — to automate document analysis, matching, anomaly detection and generate audit-ready reconciliations while keeping accountants in control.

📋 Description

• 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%.

🎯 Requirements

• 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 • 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 • Grit and resilience: able to stay focused, energized, and positive while navigating complex sales cycles

🏖️ Benefits

• short-term and long-term incentive programs • robust offering of benefit and wellness plans • professional development seminars • inclusive affinity groups