Vice President, Federal Sales Executive

Get to Know Us:
It's fun to work in a company where people truly believe in what they're doing!
At BlackLine, we're committed to bringing passion and customer focus to the business of enterprise applications.
Since being founded in 2001, BlackLine has become a leading provider of cloud software that automates and controls the entire financial close process. Our vision is to modernize the finance and accounting function to enable greater operational effectiveness and agility, and we are committed to delivering innovative solutions and services to empower accounting and finance leaders around the world to achieve Modern Finance.
Being a best-in-class SaaS Company, we understand that bringing in new ideas and innovative technology is mission critical. At BlackLine we are always working with new, cutting edge technology that encourages our teams to learn something new and expand their creativity and technical skillset that will accelerate their careers.
Work, Play and Grow at BlackLine!
Make Your Mark:
BlackLine is seeking a Vice President, Federal Sales Executive to drive net new business within the federal government, specifically targeting the office of the CFO. We are looking for a dynamic leader who can initiate, grow, and close deals from the ground up-this role offers the chance to pioneer a new market and define how BlackLine approaches and succeeds in it.
In this role, you will leverage your expertise in federal procurement and your understanding of CFO office buying behaviors to strategically position BlackLine's solutions. The ability to tap into existing relationships and engage with key decision-makers will be essential to your success.
This is a unique opportunity to shape BlackLine's presence in the federal space and contribute to our long-term success in this new market.
You'll Get To:

• Drive market growth by leveraging expertise in federal procurement to secure new clients, expand current engagements.
• Maintain comprehensive knowledge of federal contracting vehicles (e.g., NASA SEWP) to efficiently navigate procurement processes and ensure FedRAMP compliance for SaaS solutions.
• Foster and maintain strong relationships with federal partners, resellers, and system integrators. Collaborate with small and large business partners to expand go-to-market opportunities and enhance win probability through channels like SOLEX contracting.
• Build and sustain trusted relationships with key decision-makers in federal agencies, particularly within CFO offices. Understand federal buyer behavior and tailor sales strategies to meet their unique procurement needs.
• Develop and execute comprehensive sales strategies aligned with the company's broader goals, focusing on maximizing federal market penetration and revenue growth.
• Collaborate closely with product, legal, and compliance teams to ensure solutions meet federal requirements and are positioned effectively in the market.
• Deliver accurate and timely opportunity, pipeline, and forecast data in coordination with the Sales Operations team, ensuring alignment with business objectives.
• Represent the company at industry events and conferences, promoting SaaS solutions and expanding the company's visibility in the federal space.
• Partner with internal and external stakeholders to develop targeted go-to-market strategies and marketing campaigns for federal SaaS offerings

What You'll Bring:

• Experience: 10+ years of relevant experience in federal sales or business development, with a focus on SaaS, cloud solutions, or technology implementation in the federal government market.
• Federal Contracting Expertise: Demonstrated expertise in federal contracting vehicles (GSA Schedules, IDIQ, GWACs, BPAs), FedRAMP compliance, and federal procurement processes.
• Proven experience working with resellers, system integrators, and leveraging federal partner ecosystems, including SOLEX contracting and small business partnerships.
• Strong understanding of federal buyer behavior and the unique challenges of contracting with the federal government, particularly within CFO offices.
• Exceptional relationship-building, negotiation, and communication skills, with the ability to engage senior federal stakeholders and drive successful sales outcomes.
• Ability to work as a team player and collaborate cross-functionally with internal teams and external partners to deliver solutions and meet client needs.
• Travel Requirements: Ability to travel up to 50%, depending on client needs and industry engagements.
• Work Authorization: Must be legally authorized to work in the United States without the need for employer sponsorship, now or in the future.

We're Even More Excited If You Have:

• Prior application software or SaaS experience.
• Background in selling into the CFO's organization and Accounting/Finance Departments.

Thrive at BlackLine Because You Are Joining:

• A technology-based company with a sense of adventure and a vision for the future. Every door at BlackLine is open. Just bring your brains, your problem-solving skills, and be part of a winning team at the world's most trusted name in Finance Automation!
• A culture that is kind, open, and accepting. It's a place where people can embrace what makes them unique, and the mix of cultural backgrounds and varying interests cultivates diverse thought and perspectives.
• A culture where BlackLiner's continued growth and learning is empowered. BlackLine offers a wide variety of professional development seminars and inclusive affinity groups to celebrate and support our diversity.

BlackLine is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity or expression, race, ethnicity, age, religious creed, national origin, physical or mental disability, ancestry, color, marital status, sexual orientation, military or veteran status, status as a victim of domestic violence, sexual assault or stalking, medical condition, genetic information, or any other protected class or category recognized by applicable equal employment opportunity or other similar laws.
BlackLine recognizes that the ways we work and the workplace itself has shifted. We innovate in a workplace that optimizes a combination of virtual and in-person interactions to maximize collaboration and nurture our culture. Candidates who live within a reasonable commute to one of our offices will work in the office at least 2 days a week.
Salary Range:
USD $198,000.00 - USD $236,000.00
Pay Transparency Statement:
Placement within this range depends upon several factors, including the applicant's prior relevant job experience, skill set, and geographic location. In addition to base pay, BlackLine also offers short-term and long-term incentive programs, based on eligibility, along with a robust offering of benefit and wellness plans.
BlackLine is 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.