Senior Account Executive - Commercial ITSM Sales

XTIVIA is an innovative B2B technology enterprise solutions company committed to providing integrated technology solutions and services. They are seeking a driven and experienced Senior Account Executive to lead enterprise sales efforts for their ITSM software, services, and enterprise solutions across commercial and enterprise accounts.

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
• U.S. Citizenship required - At this time, XTIVIA cannot transfer nor sponsor a work visa for this position
• Bachelor's degree in Business, Information Technology, or a related field (or equivalent experience); 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 is a plus
• Participation in technology or industry associations and events