Account Executive

About the role

XTIUM is seeking a strategic, growth-oriented Account Executive to manage and expand enterprise relationships while winning new logo business.

This quota-carrying role is designed for a consultative seller who can become a trusted advisor to senior business and technology leaders, connect complex client priorities to XTIUM's managed services portfolio, and lead multi-stakeholder sales pursuits from discovery through contract execution and long-term expansion.

Job Responsibilities

• Own a balanced growth mandate: deepen existing customer relationships through structured account planning and cross-selling while proactively developing and closing new enterprise logos.
• Use business-led discovery, industry insight, and value-based selling to uncover client challenges and translate them into compelling solutions, business cases, and measurable outcomes.
• Bring a disciplined strategic-selling approach to account mapping, opportunity qualification, executive engagement, competitive positioning, deal strategy, negotiation, and forecasting - working across XTIUM to deliver a seamless client experience.
• Lead with curiosity and business acumen, using thoughtful discovery and client insight to understand root business challenges before positioning XTIUM solutions.
• Achieve and exceed quarterly and annual sales targets across an assigned portfolio and territory, balancing expansion within existing accounts with new logo acquisition.
• Develop and execute strategic account and territory plans that identify client priorities, key stakeholders, whitespace, competitive dynamics, and multi-year growth opportunities.
• Expand XTIUM's existing customer base by identifying, shaping, and closing cross-sell and upsell opportunities across the managed services portfolio.
• Create trusted relationships with C-level executives, technology leaders, business sponsors, procurement teams, and other decision-makers through insight-led, consultative engagement.
• Build a consistent pipeline of new enterprise opportunities through targeted prospecting, referrals, partner relationships, marketing programs, industry events, and account-based outreach.
• Own the full complex sales cycle - from qualification and discovery through solution development, business case creation, proposal, negotiation, and close - using a structured sales methodology.
• Develop and deliver compelling executive presentations and value propositions that connect XTIUM capabilities to business outcomes, operational improvement, risk reduction, and return on investment.
• Collaborate closely with solution architects, service delivery, customer success, marketing, and technology or channel partners to design viable solutions and ensure a strong transition from sale to delivery.
• Maintain rigorous CRM discipline, pipeline hygiene, competitive awareness, and timely, accurate forecasting; clearly communicate deal risks, dependencies, and required support.
• Facilitate consultative discovery session with business and technology stakeholders to diagnose needs, quantify impact, shape success criteria, and build consensus around the right solution path.

Job Qualifications

• 5-8 years of successful, quota-carrying B2B technology sales experience, including complex managed services, IT outsourcing, cloud, infrastructure, or related enterprise solutions.
• A proven track record of both expanding enterprise accounts through cross-sell and upsell and landing new logos through self-generated pipeline.
• Consistent success meeting or exceeding sales targets and closing complex, multi-year agreements with large enterprise or upper mid-market customers.
• Strong consultative and value-based selling skills, with the ability to translate technical capabilities into business outcomes, financial impact, and executive-level value.
• Demonstrated strategic account and territory planning capabilities, including stakeholder mapping, whitespace identification, competitive strategy, and executive engagement.
• Experience navigating long, multi-threaded sales cycles and building consensus across C-level, IT, business, finance, procurement, legal, and other stakeholders.
• Working knowledge of a disciplined sales methodology such as MEDDPICC, Challenger, Strategic Selling, or an equivalent framework.
• Executive presence and excellent communication, presentation, negotiation, relationship-management, organizational, and follow-through skills; strong CRM and forecasting discipline.
• Bachelor's degree or equivalent relevant experience; familiarity with Microsoft, Cisco, cloud, cybersecurity, and broader managed services ecosystems is a plus.

Pay

The salary range for this position is $100,000 - $140,000/base salary plus additional variable compensation. Compensation may vary outside of this range depending on a number of factors, including a candidate's qualifications, skills, competencies, experience, and location.

Benefits

We offer a competitive benefits package with Med/Dental/FSA/401(k)/Flexible Paid Time Off.

Equal Opportunity Employer

XTIUM is an equal opportunity employer.