Enterprise Account Executive, BMC, Atlassian

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

📋 Description

• Formulate and implement strategic territory plans.

• Establish executive-level relationships and foster new revenue growth within commercial businesses and public sector organizations.

• Identify, target, and engage accounts to develop and sustain a strong territory pipeline.

• Conduct outbound prospecting and cold outreach initiatives.

• Recognize, qualify, and secure opportunities for enterprise ITSM software, professional implementation services, DevOps consulting, and managed support.

• Leverage public sector procurement frameworks and collaborate with ecosystem partners to co-sell and expedite deal progression.

• Cultivate relationships with CIOs, CTOs, IT Directors, Operations Leaders, and Procurement Officials.

• Steer consultative sales processes from initial discovery through demonstrations, business case presentations, negotiations, and closure.

• Collaborate with Solutions Engineers, Delivery Consultants, and Customer Success teams.

• Oversee responses to RFIs, RFPs, and security or compliance inquiries.

• Maintain pipeline, account notes, and forecasting information within Salesforce CRM.

• Keep up-to-date with trends in ITSM, IT Operations, automation, AI, and enterprise service management.

• Represent RightStar and XTIVIA at conferences, networking events, webinars, and briefings.

⛳️ Requirements

• 3-5+ years of direct sales experience in enterprise software, SaaS, or IT professional services, with a proven record of meeting or exceeding quota targets.

• Demonstrated "hunter" capability in generating leads, building a pipeline from the ground up, and executing proactive outbound prospecting efforts.

• Background in selling ITSM, ITOM, ESM, or DevOps platforms and solutions.

• Familiarity with 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 methodologies.

• Experience managing complete sales cycles, including six-figure software and professional services opportunities.

• Knowledge of commercial B2B purchasing processes and public sector (Federal and/or SLED) buying environments.

• Capability to sell professional services, implementation projects, and managed services alongside software platform licenses.

• Self-motivated with the ability to work independently in a fully remote environment.

• Outstanding communication, presentation, and closing abilities with both technical and executive stakeholders.

• Proficient in Salesforce CRM and contemporary sales productivity tools.

• Willingness to travel up to 30% for client meetings, partner events, and company gatherings.

• Bachelor's degree in Business, Information Technology, or a related field (or equivalent experience).

• Currently, XTIVIA is unable to transfer or sponsor a work visa for this position.

🏝️ Benefits

• Affordable medical, dental, and vision insurance options.

• 401(k) plan with employer matching contributions.

• Company-funded disability and life insurance.

• Optional voluntary life insurance plans.

• Employee Assistance Program (EAP).

• Identity theft and fraud protection services.

• Recognition and wellness initiatives.

• Flexible paid time off policies.

• Options for remote and flexible working arrangements.

• Funded training and certification opportunities.

• Unlimited earning potential through a competitive commission structure with accelerators for exceeding performance.