Senior Account Executive - Federal

About the role

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.

Responsibilities

• Consistently achieve and exceed annual sales targets and monthly revenue quotas.
• Generate a strong pipeline that leads to revenue growth and quota attainment.
• 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.
• Avoid inaccuracies and maintain accurate records 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

• 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.
• Educational Background: 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.

Qualifications

• 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.

Skills

• Strong consultative sales skills.
• Ability to frame opportunities in terms of ROI and mission outcomes.
• Experience building strong relationships with C-Level executives and decision-makers.
• Naturally curious and growth mindset.
• Ability to thrive in a fast-paced, team-oriented environment.

Benefits

We are 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.

Pay

Salary Range: USD $144,500.00/Yr. - USD $170,000.00/Yr.

Schedule

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.