Senior Account Executive – Commercial ITSM Sales

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

📋 Description

• Take ownership of a specified commercial territory and strategic account portfolio, implementing account strategies to meet and surpass annual revenue goals.

• Discover, qualify, and secure new business opportunities for enterprise ITSM software solutions, which encompass software subscriptions, professional services, and managed services.

• Clearly articulate the value proposition of AI-driven service delivery, including automated ticket resolution, predictive incident management, and generative AI knowledge management.

• Cultivate and sustain strong relationships with executive stakeholders such as CIOs, CTOs, IT Directors, Operations Leaders, and Digital Transformation teams.

• Navigate intricate enterprise sales cycles from initial prospecting and discovery to proposal, negotiation, and closing.

• Collaborate with Solutions Engineers, Professional Services, Marketing, and Customer Success teams to present compelling demonstrations, business cases, and customer outcomes.

• Establish and manage a strong pipeline through outbound prospecting, partner engagement, referrals, events, and strategic networking.

• Work in conjunction with channel partners, technology alliances, VARs, and Systems Integrators to broaden market reach and generate co-sell opportunities.

• Support opportunities across commercial, regulated, and public sector-adjacent environments, including organizations with intricate compliance, procurement, or operational needs.

• Lead the response to customer RFPs, RFIs, and security or compliance questionnaires in collaboration with internal stakeholders.

• Keep precise opportunity, pipeline, and forecast data updated within Salesforce CRM.

• Stay informed about ITSM, IT Operations, automation, AI, and enterprise service trends to effectively position solutions in line with market demands.

• Represent the company at industry conferences, networking events, webinars, and customer meetings.

⛳️ Requirements

• Over 5 years of direct enterprise software sales experience with a proven track record of consistently meeting or exceeding quota targets.

• Significant experience in 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 in selling to highly regulated industries or public sector environments, such as state and local government, education, healthcare, financial services, or federal-adjacent organizations.

• Proven success in managing complex enterprise sales cycles involving opportunities from six-figure to multi-million-dollar software and services.

• Strong comprehension of IT Service Management, IT Operations, and enterprise service delivery concepts.

• Demonstrated experience managing complex enterprise sales cycles with multiple stakeholders and executive decision-makers.

• Capability to develop a pipeline through outbound prospecting, strategic networking, and partner/channel collaborations.

• Outstanding communication, presentation, negotiation, and closing skills.

• Experience working collaboratively with pre-sales, delivery, and customer success teams.

• Proficient in Salesforce CRM and modern sales productivity tools.

• Experience in selling professional services, managed services, or implementation engagements alongside software solutions.

• Willingness to travel up to 30% for client meetings, conferences, and internal events.

🏝️ Benefits

• Affordable medical, dental, and vision benefits.

• 401(k) plan with matching contributions.

• Company-paid disability and life insurance.

• Options for voluntary life insurance.

• Employee Assistance Program (EAP).

• Identity and fraud protection services.

• Recognition and wellness initiatives.

• Flexible paid time off.

• Remote and flexible work arrangements.

• Paid training and certification opportunities.