Market Development Associate - Government

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!

We are seeking a motivated and results-driven Business Development Representative (BDR) to join our dynamic Public Sector team, with a focus area of Federal Civilian, Department of War, and State and Local Agencies. This role is responsible for identifying and creating new business opportunities, driving top-of-the-funnel lead generation, and building a strong pipeline for the sales team. The ideal candidate will have a passion for sales and a foundational understanding of the public sector procurement process.

• Lead Generation & Prospecting:

• Research, identify, and prospect for new federal government procurement opportunities using tools such as SAM.gov, GovWin, and BidNet.

• Generate new leads through outbound calling, email campaigns, and networking.

• Analyze agency acquisition forecasts and budget documents to qualify and prioritize opportunities.

• Opportunity Qualification & Pipeline Management:

• Qualifying inbound and outbound leads to determine their potential as viable business opportunities.

• Nurture and develop relationships with prospective clients, understanding their needs and challenges.

• Develop and maintain a robust pipeline of qualified opportunities, tracking their progress through the early stages of the sales cycle.

• Sales Collaboration & Support:

• Schedule and coordinate introductory meetings between qualified prospects and the appropriate sales executives.

• Collaborate closely with the sales and marketing teams to develop and execute targeted outreach strategies.

• Provide feedback to the team on market trends, customer needs, and competitive intelligence.

• Attend in-person marketing events and conferences to help drive pipeline

• Strategic Development:

• Stay informed about changes in procurement regulations and agency preferences to inform go-to-market strategies.

• Assist with market research to identify and analyze competitors and trends within the public sector.

• Contribute to the continuous improvement of our sales processes and strategies to increase effectiveness.

• 1-3 years of experience in a sales, business development, or a related role.

• Bachelor's degree in business, Marketing, Communications, or related field.
• Proven ability to generate leads and build a sales pipeline.
• Strong communication and interpersonal skills, with the ability to engage effectively with potential clients.
• Familiarity with CRM software and sales-related tools.
• A proactive and self-motivated attitude with a strong desire to succeed in a competitive sales environment.
• Ability to thrive in a fast-paced environment.

• Experience in the public sector or with government contracting.

• Knowledge of federal procurement processes and sales methodologies.

• Demonstrated ability to meet and exceed sales-related targets and objectives.

• Excellent organizational and time management skills.

• 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.

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.

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.