[Remote] Senior Account Executive - Commercial ITSM Sales
Note: The job is a remote job and is open to candidates in USA. XTIVIA is an innovative B2B technology enterprise solutions company committed to providing integrated technology solutions and services. They are seeking a driven Senior Account Executive to lead enterprise sales efforts for their ITSM software and services, focusing on developing strategic sales plans and building executive-level relationships across various industries.
Responsibilities
- 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
Skills
- 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
- Bachelor's degree in Business, Information Technology, or a related field (or equivalent experience); MBA or other advanced degree is a plus
- Experience selling platforms such as Atlassian, ServiceNow, BMC, Ivanti, or similar enterprise solutions
- Established relationships with enterprise technology leaders, consulting partners, VARs, or Systems Integrators
- Familiarity with digital transformation initiatives, AI concepts, and cloud modernization programs
- Familiarity with SLED procurement environments, cooperative purchasing programs, or public sector digital transformation initiatives is a plus
- Participation in technology or industry associations and events
Benefits
- A highly competitive and comprehensive benefits package
- Affordable medical, dental, and vision benefits
- 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
- Flexible paid time off
- Remote and flexible work options
- Paid training and certification opportunities
- Uncapped earning potential through a competitive commission structure with accelerators for overachievement
Company Overview