Description:
XTIVIA - Enterprise ITSM Software - Public Sector Sales
Title Senior Account Executive, Public Sector (Federal, State & Local Government)
Work Location Washington, DC / NOVA (Remote)
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 to lead enterprise sales efforts for our IT Service Management (ITSM) software platform across the full public sector market - including U.S. federal agencies and state and local governments. Based in Washington, DC, this role requires deep knowledge of government procurement processes, IT modernization initiatives, and the unique operational requirements of both federal civilian and defense agencies as well as state, county, and municipal governments. You will build and manage a robust pipeline of opportunities, establish executive-level relationships across key public sector accounts, and drive revenue growth through strategic, consultative selling.
Key Responsibilities
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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.
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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.
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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.
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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.
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Partner with federal and SLED-focused Systems Integrators (SIs), Value-Added Resellers (VARs), and channel partners to co-sell and expand market reach.
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Collaborate with Solutions Engineers, Professional Services, and Customer Success teams to deliver compelling demonstrations, proposals, and post-sale outcomes tailored to public sector requirements.
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Lead and coordinate responses to RFIs, RFPs, Sources Sought notices, and state/local solicitations, working with internal bid teams to craft winning proposals.
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Maintain accurate pipeline and forecast data in CRM (Salesforce), providing regular reporting to sales leadership.
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Stay current on federal IT policy, state IT modernization programs, and digital government initiatives relevant to ITSM adoption.
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Represent the company at public sector IT industry events and trade shows and agency briefings.
Requirements:
What you bring to your new team
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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.
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Demonstrated track record of consistently meeting or exceeding quota in enterprise software sales ($2M+ ACV deals preferred) within public sector markets.
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Solid knowledge of federal acquisition regulations (FAR/DFARS) and state/local procurement practices, including cooperative purchasing programs and competitive bid processes.
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Experience selling ITSM, ITOM, ESM, or related IT infrastructure and operations management solutions (e.g., ServiceNow, BMC, Atlassian, Ivanti, or similar platforms).
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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.
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Strong understanding of IT frameworks such as ITIL, and familiarity with federal and state compliance standards (FedRAMP, FISMA, NIST 800-53, StateRAMP).
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Active security clearance (Secret or above) preferred; ability to obtain a clearance required.
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Exceptional communication, presentation, and negotiation skills with experience engaging executive and elected-official stakeholders.
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Proficiency with Salesforce CRM and sales productivity tools.
How you add even MORE value
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Bachelor's degree in Business, Information Technology, or a related field (or equivalent experience).
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Experience with FedRAMP- and StateRAMP-authorized SaaS platforms and understanding of the ATO (Authority to Operate) process.
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Existing relationships with major federal and SLED Systems Integrators (Leidos, SAIC, Booz Allen Hamilton, CACI, Accenture Federal, Carahsoft, etc.).
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Familiarity with state IT modernization programs, digital services transformation initiatives, and 311/citizen services platforms.
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Active participation in public sector IT industry associations.
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MBA or relevant advanced degree.
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 for five 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 includes uncapped variable commission with accelerators for overachievement.
You will also be eligible for the XTIVIA employee bonus plan.
Your compensation will be based on your skills and experience. 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.
