Senior Account Executive - Commercial ITSM Sales

XTIVIA, Inc.; United States; Remote; USD 95,000 - 125,000; Full time

Benefits offered by this job

Remote-friendly / Remote-first

Medical, dental, vision coverage

401(k) plan with match

Flexible paid time off

Job summary

XTIVIA, Inc. seeks a Senior Account Executive with strong ITSM and enterprise technology sales experience to lead enterprise sales for ITSM software, services, and solutions.

You will build executive-level relationships, develop strategic plans, and drive net-new revenue through consultative, outcome-driven selling across industries. Remote-friendly with up to 30% travel within the US.

Qualifications

• 5+ years of direct enterprise software sales experience with quota attainment.
• Strong record selling ITSM/ITOM/ESM or related IT operations solutions.
• Experience in regulated or public-sector environments preferred.
• Proven success managing six-figure to multi-million-dollar deals.
• Proficiency with Salesforce and modern sales tools.
• Ability to travel up to 30% for client meetings.

Responsibilities

• Own defined commercial territory and execute plans to hit revenue targets.
• Identify, qualify, and close new business for ITSM software, services, and managed offerings.
• Communicate value of AI-powered service delivery and automation.
• Develop executive relationships with CIOs/CTOs and IT leaders.
• Lead complex sales cycles from discovery to close with cross-functional teams.
• Collaborate with Solutions Engineers, Delivery, Marketing and Customer Success.
• Maintain a robust pipeline via outbound prospecting and partners.
• Support opportunities across commercial, public sector-adjacent settings.
• Lead responses to RFPs/RFIs and security questionnaires.
• Maintain accurate Salesforce pipeline and forecasts.

Skills

Enterprise software sales

ITSM sales

ITOM/ESM sales

Executive stakeholder engagement

Sales cycle management

Channel/partner development

Education

Bachelor's degree in Business/Information Technology or related field

Tools

Salesforce CRM

Sales productivity tools

Job description

Senior Account Executive, Commercial ITSM Sales

Job Type: Full-time

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 the company 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 develop and execute strategic sales plans, build executive-level relationships, and drive net-new revenue growth through consultative solution selling.

You will partner with organizations across 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.

• 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 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.

How you add even MORE value

• Bachelor’s degree in Business, Information Technology, or a related field (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.
• Participation in technology or industry associations and events.

Compensation

This position has an expected salary range of $95,000 to $125,000 annually. Compensation will be based on skills, experience, and overall qualifications. The role offers uncapped earning potential through a competitive commission structure with accelerators for overachievement.

Benefits

XTIVIA offers a comprehensive benefits package that includes medical, dental, and vision coverage; a 401(k) plan with match; company-paid disability and life insurance; voluntary life insurance options; an Employee Assistance Program; identity and fraud protection; and recognition and wellness programs. Flexible paid time off and remote/flexible work options are also provided to promote a healthy work-life balance.

EEO Statement

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.