Senior Account Executive, Public Sector
XTIVIA, Inc., Washington, District of Columbia, United States
Senior Account Executive, Public Sector (Federal, State & Local Government)
Location: Washington, DC / NOVA (Remote)
Duration: Full Time
Travel: Up to 30%
Status: Exempt
Work Authorization: U.S. Citizenship required. At this time, XTIVIA cannot transfer nor sponsor a work visa for this position.
How you will make a difference We are seeking a driven and experienced Senior Account Executive to lead enterprise sales efforts for our IT Service Management (ITSM) software platform across the full public sector market – including U.S. federal agencies and state and local governments. Based in Washington, DC, this role requires deep knowledge of government procurement processes, IT modernization initiatives, and the unique operational requirements of both federal civilian and defense agencies as well as state, county, and municipal governments. You will build and manage a robust pipeline of opportunities, establish executive‑level relationships across key public sector accounts, and drive revenue growth through strategic, consultative selling.
Key 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.
What you bring to your new team
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.
How you add even MORE value
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.
How we take care of our team members XTIVIA offers a highly competitive and comprehensive benefits package that extends to employees and their families. Benefits include affordable medical, dental, and vision coverage; a 401(k) plan with match; company‑paid disability and life insurance; voluntary life insurance options; an Employee Assistance Program (EAP); identity and fraud protection; recognition and wellness programs; flexible paid time off; remote and flexible work options; and paid training and certification opportunities to encourage ongoing career development.
Salary Description $95,000 - $125,000 annually, plus uncapped variable commission with accelerators for overachievement. Employees are also eligible for the XTIVIA employee bonus plan. Compensation is based on skills and experience.
What We Promise At XTIVIA, we are committed to providing an environment of mutual respect where equal employment opportunities are available to all applicants and team members without regard to race, color, religion, age, sex, national origin, disability status, genetics, military and veteran status, sexual orientation, gender identity or expression, marital status, parental status, and any other characteristic protected by applicable laws. XTIVIA seeks to recruit, develop and retain the most talented people from a diverse candidate pool.
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Duration: Full Time
Travel: Up to 30%
Status: Exempt
Work Authorization: U.S. Citizenship required. At this time, XTIVIA cannot transfer nor sponsor a work visa for this position.
How you will make a difference We are seeking a driven and experienced Senior Account Executive to lead enterprise sales efforts for our IT Service Management (ITSM) software platform across the full public sector market – including U.S. federal agencies and state and local governments. Based in Washington, DC, this role requires deep knowledge of government procurement processes, IT modernization initiatives, and the unique operational requirements of both federal civilian and defense agencies as well as state, county, and municipal governments. You will build and manage a robust pipeline of opportunities, establish executive‑level relationships across key public sector accounts, and drive revenue growth through strategic, consultative selling.
Key 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.
What you bring to your new team
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.
How you add even MORE value
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.
How we take care of our team members XTIVIA offers a highly competitive and comprehensive benefits package that extends to employees and their families. Benefits include affordable medical, dental, and vision coverage; a 401(k) plan with match; company‑paid disability and life insurance; voluntary life insurance options; an Employee Assistance Program (EAP); identity and fraud protection; recognition and wellness programs; flexible paid time off; remote and flexible work options; and paid training and certification opportunities to encourage ongoing career development.
Salary Description $95,000 - $125,000 annually, plus uncapped variable commission with accelerators for overachievement. Employees are also eligible for the XTIVIA employee bonus plan. Compensation is based on skills and experience.
What We Promise At XTIVIA, we are committed to providing an environment of mutual respect where equal employment opportunities are available to all applicants and team members without regard to race, color, religion, age, sex, national origin, disability status, genetics, military and veteran status, sexual orientation, gender identity or expression, marital status, parental status, and any other characteristic protected by applicable laws. XTIVIA seeks to recruit, develop and retain the most talented people from a diverse candidate pool.
#J-18808-Ljbffr