Director, Public Sector Solutions and Customers

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:
We are seeking a dynamic and experienced Director of Public Sector Solutions and Customers to lead our growing public sector practice. This strategic role combines business development, customer success, and solution innovation to drive growth and value creation within government and public sector markets. The ideal candidate will have a deep understanding of public sector needs, a proven ability to identify and develop new use cases leveraging BlackLine solutions, and a track record of building successful customer relationships that deliver measurable outcomes.
You'll Get To:
Solution Innovation & Product Strategy

• Work closely with product management and engineering teams to translate public sector requirements into product roadmap priorities.

• Lead discussions with government accounting and finance professionals to understand challenges and develop solutions leveraging BlackLine's capabilities.

• Lead demonstrations and responses to proposals for public sector customers. Align with regional presales leaders to align other presales resources when capacity is exceeded.

• Work with appropriate teams to build out collateral to support use case promotions.

• Collaborate with solution architecture and implementation strategies for complex government deployments.

• Ensure solutions meet government compliance, security, and regulatory requirements.

Business Development & Growth

• Identify and develop new use cases and solution opportunities within federal, state, and local government markets.

• Build and execute strategic plans to expand our public sector footprint and revenue.

• Support Public Sector Sales Leaders on demand generation and sales pursuits by helping build proof of concepts and showcase BlackLine's capabilities.

• Support proposal development and RFP responses for major public sector opportunities around solution delivery.

Customer Success & Relationship Management

• Serve as primary customer contact for key public sector accounts, ensuring customer satisfaction and value realization.

• Develop and maintain relationships with senior government officials, IT leaders, and procurement decision-makers.

• Create and implement customer success programs to maximize adoption and demonstrate ROI.

• Lead customer advocacy initiatives, including case studies, reference calls, and speaking opportunities.

Partnership & Ecosystem Development

• Collaborate with channel partners and technology partners to co-develop solutions and go-to-market strategies.

• Represent the company at industry conferences, government events, and partner summits.

• Develop joint value propositions and partnership motions that accelerate market penetration.

What You'll Bring:

• Bachelor's degree in Business, Accounting/Finance, Public Administration, or related field; MBA preferred.

• 10+ years of experience in enterprise software roles.

• Proven track record of driving adoption and expansion for customers.

• Deep understanding of government procurement processes, compliance requirements, and decision-making structures.

• Expert knowledge of BlackLine solutions and integration with other adjacencies in the technology landscape.

• Experience with SaaS/cloud solutions and their application in government environments.

• Excellent communication, presentation, and negotiation skills.

We're Even More Excited If You Have:

• Knowledge of BlackLine solutions and application of them to drive automated processes.

• Knowledge of relevant government regulations (FedRAMP, FISMA, Section 508, etc.).

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 $144,000.00/Yr. - USD $180,000.00/Yr.
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.
We are committed to pay transparency and ensuring candidates have clear information about compensation expectations. 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.
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.
Accommodations:
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.