[Remote] Senior Account Executive, Public Sector

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.ResponsibilitiesOwn 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 targetsIdentify, 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) marketsNavigate 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 processesBuild 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 entitiesPartner with federal and SLED-focused Systems Integrators (SIs), Value-Added Resellers (VARs), and channel partners to co-sell and expand market reachCollaborate with Solutions Engineers, Professional Services, and Customer Success teams to deliver compelling demonstrations, proposals, and post-sale outcomes tailored to public sector requirementsLead and coordinate responses to RFIs, RFPs, Sources Sought notices, and state/local solicitations, working with internal bid teams to craft winning proposalsMaintain accurate pipeline and forecast data in CRM (Salesforce), providing regular reporting to sales leadershipStay current on federal IT policy, state IT modernization programs, and digital government initiatives relevant to ITSM adoptionRepresent the company at public sector IT industry events and trade shows and agency briefingsSkillsU.S. Citizenship required - At this time, XTIVIA cannot transfer nor sponsor a work visa for this position5+ 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 governmentsDemonstrated track record of consistently meeting or exceeding quota in enterprise software sales ($2M+ ACV deals preferred) within public sector marketsSolid knowledge of federal acquisition regulations (FAR/DFARS) and state/local procurement practices, including cooperative purchasing programs and competitive bid processesExperience 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 beyondStrong 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 requiredExceptional communication, presentation, and negotiation skills with experience engaging executive and elected-official stakeholdersProficiency with Salesforce CRM and sales productivity toolsActive security clearance (Secret or above) preferredBachelor'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) processExisting 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 platformsActive participation in public sector IT industry associationsMBA or relevant advanced degreeBenefitsUncapped variable commission with accelerators for overachievementEligible for the XTIVIA employee bonus planAffordable medical, dental, and vision benefits401(k) plan with matchCompany-paid disability and life insuranceVoluntary life insurance optionsEmployee Assistance Program (EAP)Identity and fraud protectionRecognition and wellness programsFlexible paid time offRemote and flexible work optionsPaid training and certification opportunitiesCompany OverviewOur 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.