Account Executive, ITSM

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for an Account Executive, ITSM based in the United States.

This role is an enterprise sales position focused on generating net-new business and driving predictable revenue growth across the U.S. market.

You will own the full sales cycle, from outbound prospecting and pipeline creation through discovery, demonstrations, negotiation, and close.

The position focuses on selling SaaS-based IT Service Management and Enterprise Service Management solutions to complex organizations.

You will build relationships across executive, technical, and business stakeholders, connecting technology capabilities to measurable business outcomes.

Success requires strong hunting skills, disciplined pipeline management, accurate forecasting, and the ability to navigate multi-stakeholder buying processes.

You will collaborate closely with sales development, marketing, product, sales engineering, customer success, and strategic partners to accelerate opportunities.

This is a high-visibility role offering significant earning potential for a self-driven enterprise seller who consistently delivers against ambitious targets.

Accountabilities:

The Account Executive will own a strategic territory or portfolio of accounts, with primary responsibility for generating qualified pipeline, winning new logos, and achieving revenue targets. The role combines proactive outbound selling with inbound demand management, partner collaboration, executive engagement, and consultative sales execution.

• Develop and execute a strategic sales plan for the assigned territory or accounts.
• Generate high-quality pipeline through proactive outbound prospecting and inbound demand.
• Own the complete enterprise sales cycle from initial engagement through contract close.
• Consistently achieve and exceed assigned revenue and quota targets.
• Build and manage a healthy SaaS pipeline while maintaining accurate forecasting and CRM discipline.
• Prospect into cold accounts and develop new relationships with high-value enterprise prospects.
• Build multi-threaded opportunities by engaging economic buyers, executive sponsors, technical stakeholders, champions, and business users.
• Engage effectively with C-level executives, including CIOs, CTOs, and VP-level decision-makers.
• Lead discovery conversations that uncover business challenges, operational priorities, and measurable customer outcomes.
• Deliver tailored product demonstrations and executive presentations aligned with prospect requirements.
• Clearly communicate the value proposition and competitive differentiation of complex ITSM/ESM solutions.
• Connect platform capabilities to business outcomes such as operational efficiency, risk reduction, and improved service delivery.
• Collaborate with Sales Engineering, Product, Marketing, Customer Success, and Support teams to advance opportunities and improve customer outcomes.
• Work closely with partners to develop joint pipeline and revenue opportunities.
• Monitor competitive activity, market dynamics, and customer trends to strengthen account strategy and positioning.
• Represent the organization at relevant industry events, trade shows, and strategic conferences.
• Identify potential expansion opportunities within existing customer accounts.
• Maintain accurate opportunity tracking, pipeline reporting, and sales forecasts using CRM and supporting sales technologies.
• Share customer feedback and market insights with internal teams to help inform product development and go-to-market strategy.

Requirements:

The ideal candidate is a proven enterprise SaaS sales professional with a strong track record of acquiring net-new customers and selling ITSM or ESM solutions. You should combine strong commercial judgment with an entrepreneurial mindset, disciplined sales execution, and the ability to build relationships across complex organizations.

• 5+ years of quota-carrying SaaS sales experience with a consistent record of achieving or exceeding annual revenue targets.
• Demonstrated success selling IT Service Management (ITSM) or Enterprise Service Management (ESM) solutions.
• Proven experience acquiring net-new logos in an outbound-focused, high-velocity sales environment.
• Strong ability to build and manage a personal pipeline from prospecting through close.
• Experience prospecting into cold accounts and developing complex, multi-threaded opportunities.
• Demonstrated ability to sell into large, complex organizations with multiple decision-makers and stakeholders.
• Experience engaging confidently with C-level executives, including CIOs, CTOs, and VP-level buyers.
• Strong consultative selling and discovery skills.
• Ability to deliver tailored product demonstrations and translate technical solutions into clear business value.
• Strong understanding of enterprise technology environments, service management, and operational challenges.
• Excellent business acumen and commercial judgment, with the ability to prioritize high-value opportunities.
• Strong pipeline management, forecasting, and CRM discipline.
• Ability to collaborate effectively with Sales, Marketing, Product, Partners, Sales Engineering, Customer Success, and Support teams.
• Experience using MEDDICC or a comparable qualification methodology is preferred.
• Proficiency with modern sales technologies, including Salesforce and Outreach.
• Familiarity with AI-enabled productivity tools such as Claude or similar LLM-based solutions is preferred.
• Ability to position complex technical products around business impact, risk reduction, operational efficiency, and customer outcomes.
• Strong communication, negotiation, presentation, and relationship-building skills.
• Entrepreneurial, self-motivated approach with the ability to work independently and take ownership of results.
• Willingness and ability to travel approximately 25% of the time.

Benefits:

• Base salary: $80,000-$115,000 per year.
• On-target commission: $80,000-$115,000 per year.
• Total on-target earnings (OTE): $160,000-$230,000.
• 50/50 base-to-commission compensation structure.
• Significant earning potential tied to sales performance and achievement of revenue targets.
• Opportunity to sell enterprise SaaS solutions within the ITSM/ESM market.
• Exposure to senior technology leaders and complex enterprise buying environments.
• Collaboration with cross-functional teams across Sales, Marketing, Product, Sales Engineering, Customer Success, and Partners.
• Opportunity to participate in industry events, trade shows, and strategic conferences.
• Approximately 25% travel required.
• Opportunity to contribute customer and market insights to product and go-to-market strategy.
• Inclusive work environment that values diverse backgrounds and perspectives.