Senior Account Executive – Commercial ITSM Sales

🕒 May 26

⚔️ Virginia – Remote

⚔️ Virginia – 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 commercial territory and strategic account portfolio, executing account plans to achieve and exceed annual revenue targets • Identify, qualify, and close new business opportunities for enterprise ITSM software solutions, including software subscriptions, professional services, and managed services • Effectively communicate the value proposition of AI-powered service delivery, including automated ticket resolution, predictive incident management, and generative AI knowledge management • Develop and maintain strong relationships with executive stakeholders including CIOs, CTOs, IT Directors, Operations Leaders, and Digital Transformation teams • Drive complex enterprise sales cycles from prospecting and discovery through proposal, negotiation, and close • Partner with Solutions Engineers, Professional Services, Marketing, and Customer Success teams to deliver compelling demonstrations, business cases, and customer outcomes • Build and maintain a robust pipeline through outbound prospecting, partner engagement, referrals, events, and strategic networking • Collaborate with channel partners, technology alliances, VARs, and Systems Integrators to expand market reach and drive co-sell opportunities • Support opportunities across commercial, regulated, and public sector-adjacent environments, including organizations with complex compliance, procurement, or operational requirements • Lead responses to customer RFPs, RFIs, and security or compliance questionnaires in partnership with internal stakeholders • Maintain accurate opportunity, pipeline, and forecast data within Salesforce CRM • Stay current on ITSM, IT Operations, automation, AI, and enterprise service trends to effectively position solutions against market needs • Represent the company at industry conferences, networking events, webinars, and customer meetings.

🎯 Requirements

• 5+ years of direct enterprise software sales experience with a proven history of meeting or exceeding quota targets • Strong experience selling ITSM, ITOM, ESM, or related IT operations and service management platforms and solutions, including technologies such as Atlassian, ServiceNow, BMC, Ivanti, or similar enterprise IT operations technologies • Experience selling into highly regulated industries or public sector environments, including state and local government, education, healthcare, financial services, or federal-adjacent organizations • Demonstrated success managing complex enterprise sales cycles involving six-figure to multi-million-dollar software and services opportunities • Strong understanding of IT Service Management, IT Operations, and enterprise service delivery concepts • Experience managing complex enterprise sales cycles involving multiple stakeholders and executive decision-makers • Ability to develop a pipeline through outbound prospecting, strategic networking, and partner/channel relationships • Exceptional communication, presentation, negotiation, and closing skills • Experience working collaboratively with pre-sales, delivery, and customer success teams • Proficiency with Salesforce CRM and modern sales productivity tools • Experience selling professional services, managed services, or implementation engagements alongside software solutions • Ability to travel up to 30% for client meetings, conferences, and internal events.

🏖️ 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