Senior Account Executive - Federal

BlackLine•UNAVAILABLE, UNAVAILABLE

3h•Hybrid

About The Position

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.

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.
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.

Nice To Haves

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

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%.