Job Type
Full-time
Description
How you will make a difference
We are seeking an ambitious, high-energy Enterprise Account Executive who thrives in a proactive, "hunter" sales environment. In this fully remote role, you will be responsible for developing and executing strategic territory plans, building executive-level relationships, and driving net-new revenue growth across both commercial enterprises and public sector entities. You will own the full sales cycle, combining software platform sales with high-margin professional services, implementation, consulting, and managed services.
You will partner with organizations across commercial industries, including technology, healthcare, financial services, manufacturing, retail, and professional services, as well as government agencies to help modernize IT operations, improve service delivery, and streamline enterprise workflows. This role is ideal for a self-motivated pipeline builder who excels at opening doors, navigating complex sales cycles, and positioning complete IT service management solutions.
Key Responsibilities
- Proactively map, target, and prospect accounts to build and manage a robust territory pipeline across commercial mid-market/enterprise accounts and public sector entities (Federal & SLED).
- Execute disciplined outbound prospecting and cold outreach strategies to generate a consistent stream of net-new opportunities alongside partner-assisted deals. Identify, qualify, and close opportunities for enterprise ITSM software solutions, including software licensing, professional implementation services, DevOps advisory, and ongoing managed support.
- Utilize public sector procurement vehicles (GSA Schedules, NASPO, state cooperative contracts) and engage ecosystem partners (Atlassian, BMC, Carahsoft, Systems Integrators) to co-sell and accelerate deal velocity.
- Develop and maintain strong relationships with executive decision-makers, including CIOs, CTOs, IT Directors, Operations Leaders, and Procurement Officials.
- Drive consultative sales cycles from initial cold discovery through solution demonstrations, business case proposals, contract negotiations, and closing.
- Partner with Solutions Engineers, Delivery Consultants, and Customer Success teams to deliver compelling outcomes tailored to customer requirements.
- Lead responses to customer RFIs, RFPs, and security or compliance questionnaires in partnership with internal bid teams.
- Maintain accurate pipeline, account notes, and forecasting data in Salesforce CRM.
- Stay current on ITSM, IT Operations, automation, AI, and enterprise service management trends to effectively position solutions.
- Represent RightStar and XTIVIA at industry conferences, networking events, webinars, and briefings.
Requirements
What you bring to your new team
- 3-5+ years of direct enterprise software, SaaS, or IT professional services sales experience with a track record of meeting or exceeding quota targets.
- Proven "hunter" track record of generating your own leads, building pipeline from scratch, and executing proactive outbound prospecting strategies.
- Experience selling ITSM, ITOM, ESM, or DevOps platforms and solutions, with exposure to technologies such as Atlassian (Jira Service Management), BMC (Helix/Remedy), ServiceNow, Ivanti, or similar enterprise IT tools. Understanding of IT Service Management (ITSM), IT Operations, ITIL concepts, and enterprise service delivery.
- Experience managing full sales cycles involving six-figure software and professional services opportunities.
- Familiarity with commercial B2B purchasing processes alongside exposure to public sector (Federal and/or SLED) buying environments.
- Ability to sell professional services, implementation engagements, and managed services alongside software platform licenses.
- Self-starter mindset with the discipline and drive to work autonomously in a 100% remote setting.
- Exceptional communication, presentation, and closing skills with technical and executive stakeholders.
- Proficiency with Salesforce CRM and modern sales productivity tools.
- Ability to travel up to 30% for client meetings, partner events, and company meetings.
How you add even MORE value
- Bachelor's degree in Business, Information Technology, or a related field (or equivalent experience); MBA or advanced degree is a plus.
- Direct experience working within or selling solutions from the Atlassian or BMC partner ecosystems.
- Established relationships with commercial technology leaders, government procurement officials, VARs, or Systems Integrators (e.g., Leidos, SAIC, Booz Allen, Carahsoft).
- Familiarity with digital transformation initiatives, cloud modernization, and compliance frameworks (FedRAMP, StateRAMP, SOC 2).
- Participation in IT industry associations and trade groups.
At this time, XTIVIA cannot transfer nor sponsor a work visa for this position.
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. Please connect with your recruiter to learn more.
Salary Description
$95,000 - $125,000 + robust commission plan
