Senior Account Executive – Commercial ITSM Sales

XTIVIA, Inc.

Senior Account Executive managing enterprise ITSM sales at XTIVIA. Driving revenue growth through strategic sales planning and executive relationship building.

Posted 5/26/2026full-timeRemote • Virginia • 🇺🇸 United StatesSenior💰 $95,000 - $125,000 per yearWebsite

Tech Stack

Tools & technologies

ITSMServiceNow

About the role

Key responsibilities & impact

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

What you’ll need

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.

Benefits

Comp & perks

affordable 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

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

enterprise software salesITSMITOMESMsales cycle managementpipeline developmentnegotiationclosingpresentationcommunication

Soft Skills

relationship buildingcollaborationstrategic networkingstakeholder managementproblem-solvingadaptabilityleadershipcustomer focusteamworktime management