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 market, 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
- 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)
- Active security clearance (Secret or above) preferred; ability to obtain a clearance required
- Exceptional communication, presentation, and negotiation skills with experience engaging executive and elected-official stakeholders
- Proficiency with Salesforce CRM and sales productivity tools
- 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
- 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
- Uncapped variable commission with accelerators for overachievement
- Eligible for the XTIVIA employee bonus plan
Company Overview