Description:
XTIVIA - Senior Account Executive - Commercial ITSM Sales
Title Senior Account Executive, Commercial ITSM Sales
Work Location Remote – Preference for candidates located in the DMV area
Duration Full Time
Travel Up to 30%
Status Exempt
Work Authorization U.S. Citizenship required - At this time, XTIVIA cannot transfer nor sponsor a work visa for this position.
How you will make a difference
We are seeking a driven and experienced Senior Account Executive with a strong background in ITSM and enterprise technology sales to lead enterprise sales efforts for our ITSM software, services, and enterprise solutions across commercial and enterprise accounts. In this role, you will be responsible for developing and executing strategic sales plans, building executive-level relationships, and driving net-new revenue growth through consultative solution selling.
You will partner with organizations across industries including technology, healthcare, financial services, manufacturing, retail, and professional services to help modernize IT operations, improve service delivery, and streamline enterprise workflows. This role is ideal for a highly motivated hunter who thrives in complex enterprise sales cycles and has experience selling ITSM, IT Operations, Enterprise Service Management, or related technology solutions.
Key Responsibilities
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Own and manage a defined commercial territory and strategic account portfolio, executing account plans to achieve and exceed annual revenue targets.
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Identify, qualify, and close new business opportunities for enterprise ITSM software solutions, including software subscriptions, professional services, and managed services.
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Effectively communicate the value proposition of AI-powered service delivery, including automated ticket resolution, predictive incident management, and generative AI knowledge management.
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Develop and maintain strong relationships with executive stakeholders including CIOs, CTOs, IT Directors, Operations Leaders, and Digital Transformation teams.
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Drive complex enterprise sales cycles from prospecting and discovery through proposal, negotiation, and close.
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Partner with Solutions Engineers, Professional Services, Marketing, and Customer Success teams to deliver compelling demonstrations, business cases, and customer outcomes.
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Build and maintain a robust pipeline through outbound prospecting, partner engagement, referrals, events, and strategic networking.
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Collaborate with channel partners, technology alliances, VARs, and Systems Integrators to expand market reach and drive co-sell opportunities.
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Support opportunities across commercial, regulated, and public sector-adjacent environments, including organizations with complex compliance, procurement, or operational requirements.
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Lead responses to customer RFPs, RFIs, and security or compliance questionnaires in partnership with internal stakeholders.
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Maintain accurate opportunity, pipeline, and forecast data within Salesforce CRM.
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Stay current on ITSM, IT Operations, automation, AI, and enterprise service trends to effectively position solutions against market needs.
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Represent the company at industry conferences, networking events, webinars, and customer meetings.
Requirements:
What you bring to your new team
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5+ years of direct enterprise software sales experience with a proven history of meeting or exceeding quota targets.
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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.
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Experience selling into highly regulated industries or public sector environments, including state and local government, education, healthcare, financial services, or federal-adjacent organizations.
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Demonstrated success managing complex enterprise sales cycles involving six-figure to multi-million-dollar software and services opportunities.
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Strong understanding of IT Service Management, IT Operations, and enterprise service delivery concepts.
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Experience managing complex enterprise sales cycles involving multiple stakeholders and executive decision-makers.
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Ability to develop a pipeline through outbound prospecting, strategic networking, and partner/channel relationships.
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Exceptional communication, presentation, negotiation, and closing skills.
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Experience working collaboratively with pre-sales, delivery, and customer success teams.
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Proficiency with Salesforce CRM and modern sales productivity tools.
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Experience selling professional services, managed services, or implementation engagements alongside software solutions.
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Ability to travel up to 30% for client meetings, conferences, and internal events.
How you add even MORE value
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Bachelor’s degree in Business, Information Technology, or a related field (or equivalent experience); MBA or other advanced degree is a plus.
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Experience selling platforms such as Atlassian, ServiceNow, BMC, Ivanti, or similar enterprise solutions.
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Established relationships with enterprise technology leaders, consulting partners, VARs, or Systems Integrators.
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Familiarity with digital transformation initiatives, AI concepts, and cloud modernization programs.
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Familiarity with SLED procurement environments, cooperative purchasing programs, or public sector digital transformation initiatives is a plus.
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Participation in technology or industry associations and events.
At this time, XTIVIA cannot transfer nor sponsor a work visa for this position.
Get to know XTIVIA
XTIVIA is an innovative B2B technology enterprise solutions company committed to providing integrated technology solutions and services, delivering measurable results as a trusted industry thought leader for 30 years.
Our services include managed services and business solutions, like DevOps, CRM, and ITSM; database support and management; application solutions, including mobile apps; ERP solutions for GovCon and the private sector; and platform integration, with APIs as well as digital experience CMS solutions.
If you can imagine the business outcome, XTIVIA can create it with technology.
XTIVIA has offices in Colorado, New York, New Jersey, Texas, and Virginia.
xtivia.com
How we take care of our team members
For XTIVIA to recruit and retain the most experienced and talented people, XTIVIA offers a highly competitive and comprehensive benefits package. Our employees are our corporate family, so benefits extend beyond our employees to include their families. We provide affordable medical, dental, and vision benefits. Other benefits include a 401(k) plan with match, company-paid disability and life insurance, voluntary life insurance options, an Employee Assistance Program (EAP), identity and fraud protection, recognition and wellness programs. To promote a healthy work-life balance, XTIVIA offers team members flexible paid time off and remote and flexible work options, enabling you to spend time with family and recharge as needed without worrying about accruals. In addition, we encourage ongoing career development by offering paid training and certification opportunities. Our benefits are designed and focused around our culture and core values, treating people the way we would like to be treated. XTIVIA has been certified four years in a row as a great place to work.
This position has an expected salary range of $95,000 to $125,000 annually.
This role offers uncapped earning potential through a competitive commission structure with accelerators for overachievement.
Compensation will be based on skills, experience, and overall qualifications. Please connect with your recruiter to learn more.
What We Promise
At XTIVIA, we are committed to providing an environment of mutual respect where equal employment opportunities are available to all applicants and team members without regard to race, color, religion, age, sex, national origin, disability status, genetics, military and veteran status, sexual orientation, gender identity or expression, marital status, parental status, and any other characteristic protected by applicable laws. XTIVIA believes that diversity and inclusion among our team members are critical to our success as a global company, and we seek to recruit, develop and retain the most talented people from a diverse candidate pool.
