Remote Senior Account Executive - Commercial ITSM Sales

About the role

XTIVIA seeks a Senior Account Executive to lead enterprise sales for ITSM software, services, and solutions across commercial accounts. You will develop strategic sales plans, build executive relationships, and drive net-new revenue through consultative selling. Ideal for a hunter who thrives in complex enterprise sales cycles.

Key Responsibilities

• Own and manage a defined commercial territory to achieve revenue targets
• Identify, qualify, and close new business for ITSM software subscriptions, professional services, and managed services
• Communicate value of AI-powered service delivery (automated ticket resolution, predictive incident management, generative AI knowledge management)
• Build relationships with C-level executives (CIOs, CTOs, IT Directors, etc.)
• Manage full sales cycle from prospecting to close
• Collaborate with Solutions Engineers, Professional Services, Marketing, and Customer Success teams
• Build pipeline via outbound prospecting, partners, referrals, events, and networking
• Work with channel partners, VARs, and Systems Integrators for co-sell opportunities
• Support opportunities in regulated and public sector environments
• Lead responses to RFPs, RFIs, and compliance questionnaires
• Maintain accurate data in Salesforce CRM
• Stay current on ITSM, AI, and enterprise service trends
• Represent company at industry events

Requirements

• 5+ years direct enterprise software sales with history of exceeding quotas
• Experience selling ITSM/ITOM/ESM platforms (Atlassian, ServiceNow, BMC, Ivanti, or similar)
• Experience in regulated industries or public sector (state/local gov, education, healthcare, financial services, federal-adjacent)
• Success managing complex enterprise sales cycles (six-figure to multi-million-dollar deals)
• Strong understanding of IT Service Management and enterprise service delivery
• Adequate communication, presentation, negotiation, and closing skills
• Experience with pre-sales, delivery, and customer success teams
• Proficiency with Salesforce CRM
• Experience selling professional services and managed services
• Willingness to travel up to 30%

Preferred Qualifications

• Bachelor's degree in Business, IT, or related field; MBA is a plus
• Established relationships with enterprise technology leaders, partners, VARs, or Systems Integrators
• Familiarity with digital transformation, AI, and cloud modernization
• Experience with SLED procurement and cooperative purchasing programs

Compensation

Salary Range: $95,000 – $125,000 annually
Commission: Uncapped earning potential with accelerators for overachievement

Benefits

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