Remote Senior Account Executive - Commercial ITSM Sales

Key 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.

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.

Compensation

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.

Benefits

• Medical, dental, and vision benefits
• 401(k) plan with match
• Company-paid disability and life insurance
• Voluntary life insurance options
• 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

Job Details

Location: Remote (USA), Washington, DC
Job Type: remote