Note: The job is a remote job and is open to candidates in USA. 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 IT Service Management software platform across the public sector, focusing on building relationships and driving revenue growth.
Responsibilities
- Own and manage a defined territory spanning federal civilian and/or defense agencies and state and local government accounts, executing account plans to achieve and exceed annual revenue targets
- Identify, qualify, and close new business opportunities for enterprise ITSM software solutions, including platform licenses, professional services, and multi-year support agreements across federal and SLED (State, Local, Education) markets
- Navigate complex federal procurement vehicles including GSA Schedules and BPAs, as well as state-level cooperative purchasing vehicles (e.g., NASPO ValuePoint, Sourcewell, state-specific contracts) and local government procurement processes
- Build and maintain trusted relationships with senior IT and operations leadership (CIO, CISO, IT Directors, City/County Managers) across target federal agencies and state and local government entities
- Partner with federal and SLED-focused Systems Integrators (SIs), Value-Added Resellers (VARs), and channel partners to co-sell and expand market reach
- Collaborate with Solutions Engineers, Professional Services, and Customer Success teams to deliver compelling demonstrations, proposals, and post-sale outcomes tailored to public sector requirements
- Lead and coordinate responses to RFIs, RFPs, Sources Sought notices, and state/local solicitations, working with internal bid teams to craft winning proposals
- Maintain accurate pipeline and forecast data in CRM (Salesforce), providing regular reporting to sales leadership
- Stay current on federal IT policy, state IT modernization programs, and digital government initiatives relevant to ITSM adoption
- Represent the company at public sector IT industry events and trade shows and agency briefings
Skills
- U.S. Citizenship required - At this time, XTIVIA cannot transfer nor sponsor a work visa for this position
- 5+ years of direct enterprise software sales experience, with at least 2 years focused on selling to U.S. federal agencies and/or state and local governments
- Demonstrated track record of consistently meeting or exceeding quota in enterprise software sales ($2M+ ACV deals preferred) within public sector markets
- Solid knowledge of federal acquisition regulations (FAR/DFARS) and state/local procurement practices, including cooperative purchasing programs and competitive bid processes
- Experience selling ITSM, ITOM, ESM, or related IT infrastructure and operations management solutions (e.g., ServiceNow, BMC, Atlassian, Ivanti, or similar platforms)
- Established relationships with senior IT leadership and procurement officials within federal agencies (e.g., DHS, HHS, DOT, Treasury, VA) and/or state and local government entities across the Mid-Atlantic region and beyond
- Strong understanding of IT frameworks such as ITIL, and familiarity with federal and state compliance standards (FedRAMP, FISMA, NIST 800-53, StateRAMP)
- Ability to obtain a security clearance required
- Exceptional communication, presentation, and negotiation skills with experience engaging executive and elected-official stakeholders
- Proficiency with Salesforce CRM and sales productivity tools
- Active security clearance (Secret or above) preferred
- Bachelor's degree in Business, Information Technology, or a related field (or equivalent experience)
- Experience with FedRAMP- and StateRAMP-authorized SaaS platforms and understanding of the ATO (Authority to Operate) process
- Existing relationships with major federal and SLED Systems Integrators (Leidos, SAIC, Booz Allen Hamilton, CACI, Accenture Federal, Carahsoft, etc.)
- Familiarity with state IT modernization programs, digital services transformation initiatives, and 311/citizen services platforms
- Active participation in public sector IT industry associations
- MBA or relevant advanced degree
Benefits
- Uncapped variable commission with accelerators for overachievement
- Eligible for the XTIVIA employee bonus plan
- Affordable medical, dental, and vision benefits
- 401(k) plan with match
- Company-paid disability and life insurance
- Voluntary life insurance options
- Employee Assistance Program (EAP)
- Identity and fraud protection
- Recognition and wellness programs
- Flexible paid time off
- Remote and flexible work options
- Paid training and certification opportunities
Company Overview
Our power comes from our people. Since XTIVIA’s inception 30 years ago, we have worked to assemble a team with deep expertise. It was founded in 1992, and is headquartered in Colorado Springs, Colorado, USA, with a workforce of 201-500 employees. Its website is http://www.xtivia.com.