Account Executive, ITSM

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership and implement a strategic sales plan for the designated territory or accounts to create a pipeline, secure new business, and meet revenue objectives.

• Predict, consistently reach, and surpass quota goals.

• Build and oversee a high-quality, new SaaS pipeline from initial contact to closing through both outbound outreach and inbound demand.

• Foster and advance multi-threaded opportunities by engaging economic buyers, champions, technical stakeholders, and business users.

• Monitor and communicate pipeline health and progress using CRM and other sales tools while ensuring accurate forecasts.

• Collaborate with product, sales engineering, customer success, and support teams to enhance the overall sales process and customer satisfaction.

• Operate within a partner ecosystem to promote joint pipeline and revenue opportunities.

• Clearly articulate Xurrent’s value propositions and competitive advantages, linking product capabilities to business results.

• Maintain awareness of the competitive landscape and market dynamics to refine account strategies and positioning.

• Represent Xurrent at industry events, trade shows, and strategic conferences to enhance brand visibility and generate qualified leads.

• Bring back customer and market insights to Xurrent to guide platform and go-to-market strategies.

• Generate new business and drive consistent bookings growth throughout the U.S. region.

• Manage the complete sales cycle from pipeline creation to closing.

⛳️ Requirements

• 5+ years of experience in quota-carrying SaaS sales, with a proven history of achieving and exceeding annual revenue targets.

• Previous success in selling ITSM/ESM solutions.

• Demonstrated success in acquiring net-new logos within a fast-paced, outbound-driven sales environment.

• Proven ability to build and oversee your own pipeline from start to finish, including prospecting cold accounts and developing multi-threaded opportunities.

• Experience selling to complex, multi-stakeholder organizations, effectively engaging with C-level executives (CIO, CTO, VP-level buyers) and technical stakeholders.

• Strong ability to provide tailored product demonstrations and translate technical solutions into clear business outcomes.

• Experience collaborating cross-functionally with Sales, Marketing, Partners, and Product teams to expedite pipeline growth and enhance win rates.

• Strong business acumen and commercial judgment, capable of prioritizing high-value opportunities and managing a disciplined pipeline through intricate buying processes.

• Familiarity with MEDDICC or similar qualification frameworks.

• Proficiency in Salesforce, Outreach, and AI-powered productivity tools such as Claude or similar LLM-based solutions.

• Experience in selling to technical and enterprise buyers, including IT leadership and engineering stakeholders.

• Ability to present complex technical products in terms of business impact, risk mitigation, and operational efficiency.

🏝️ Benefits

• 50/50 base-to-commission compensation structure.

• On-target commission potential ranging from $80,000 to $115,000.

• Substantial earning opportunities for top performers who consistently exceed targets.

• Travel required approximately 25% of the time.