Senior Account Executive, Public Sector

🕒 April 7

⚔️ Virginia, Washington – Remote

⚔️ Virginia – Remote ☕ Washington – Remote

💵 $95k - $125k / year

⏰ Full Time

🟠 Senior

🧑‍💼 Account Executive

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XTIVIA, Inc.

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 1993

🏢 Enterprise

Enterprise • ITSM • Cloud

XTIVIA, Inc. is a company specializing in creating advanced Information Technology solutions for businesses across various industries. With over 25 years of experience, XTIVIA delivers customized solutions including API integration, application development, cloud and DevOps strategies, data governance, and business intelligence services. They leverage cutting-edge technology platforms to enhance business outcomes and maintain strategic partnerships with leading technology companies like Microsoft, Salesforce, and Oracle. XTIVIA is renowned for its expertise in integrating mission-critical applications and establishing data management best practices, making it a trusted partner for companies undergoing technological transformation.

📋 Description

• Own and manage a defined territory spanning federal civilian and/or defense agencies and state and local government accounts, executing account plans to achieve and exceed annual revenue targets. • Identify, qualify, and close new business opportunities for enterprise ITSM software solutions, including platform licenses, professional services, and multi-year support agreements across federal and SLED (State, Local, Education) markets. • Navigate complex federal procurement vehicles including GSA Schedules and BPAs, as well as state-level cooperative purchasing vehicles (e.g., NASPO ValuePoint, Sourcewell, state-specific contracts) and local government procurement processes. • Build and maintain trusted relationships with senior IT and operations leadership (CIO, CISO, IT Directors, City/County Managers) across target federal agencies and state and local government entities. • Partner with federal and SLED-focused Systems Integrators (SIs), Value-Added Resellers (VARs), and channel partners to co-sell and expand market reach. • Collaborate with Solutions Engineers, Professional Services, and Customer Success teams to deliver compelling demonstrations, proposals, and post-sale outcomes tailored to public sector requirements. • Lead and coordinate responses to RFIs, RFPs, Sources Sought notices, and state/local solicitations, working with internal bid teams to craft winning proposals. • Maintain accurate pipeline and forecast data in CRM (Salesforce), providing regular reporting to sales leadership. • Stay current on federal IT policy, state IT modernization programs, and digital government initiatives relevant to ITSM adoption. • Represent the company at public sector IT industry events and trade shows and agency briefings.

🎯 Requirements

• 5+ years of direct enterprise software sales experience, with at least 2 years focused on selling to U.S. federal agencies and/or state and local governments. • Demonstrated track record of consistently meeting or exceeding quota in enterprise software sales ($2M+ ACV deals preferred) within public sector markets. • Solid knowledge of federal acquisition regulations (FAR/DFARS) and state/local procurement practices, including cooperative purchasing programs and competitive bid processes. • Experience selling ITSM, ITOM, ESM, or related IT infrastructure and operations management solutions (e.g., ServiceNow, BMC, Atlassian, Ivanti, or similar platforms). • Established relationships with senior IT leadership and procurement officials within federal agencies (e.g., DHS, HHS, DOT, Treasury, VA) and/or state and local government entities across the Mid-Atlantic region and beyond. • Strong understanding of IT frameworks such as ITIL, and familiarity with federal and state compliance standards (FedRAMP, FISMA, NIST 800-53, StateRAMP). • Active security clearance (Secret or above) preferred; ability to obtain a clearance required. • Exceptional communication, presentation, and negotiation skills with experience engaging executive and elected-official stakeholders. • Proficiency with Salesforce CRM and sales productivity tools.

🏖️ Benefits

• Affordable medical, dental, and vision benefits. • 401(k) plan with match. • Company-paid disability and life insurance. • Voluntary life insurance options. • Employee Assistance Program (EAP). • Identity and fraud protection. • Recognition and wellness programs. • Flexible paid time off. • Remote and flexible work options. • Paid training and certification opportunities.