Enterprise Account Executive, BMC & Atlassian

How you will make a difference

We are seeking an ambitious, high-energy Enterprise Account Executive who thrives in a proactive, "hunter" sales environment. In this fully remote role, you will be responsible for developing and executing strategic territory plans, building executive-level relationships, and driving net-new revenue growth across both commercial enterprises and public sector entities. You will own the full sales cycle, combining software platform sales with high-margin professional services, implementation, consulting, and managed services.

You will partner with organizations across commercial industries, including technology, healthcare, financial services, manufacturing, retail, and professional services, as well as government agencies to help modernize IT operations, improve service delivery, and streamline enterprise workflows. This role is ideal for a self-motivated pipeline builder who excels at opening doors, navigating complex sales cycles, and positioning complete IT service management solutions.

Key Responsibilities

• Proactively map, target, and prospect accounts to build and manage a robust territory pipeline across commercial mid-market/enterprise accounts and public sector entities (Federal & SLED).
• Execute disciplined outbound prospecting and cold outreach strategies to generate a consistent stream of net-new opportunities alongside partner-assisted deals. Identify, qualify, and close opportunities for enterprise ITSM software solutions, including software licensing, professional implementation services, DevOps advisory, and ongoing managed support.
• Utilize public sector procurement vehicles (GSA Schedules, NASPO, state cooperative contracts) and engage ecosystem partners (Atlassian, BMC, Carahsoft, Systems Integrators) to co-sell and accelerate deal velocity.
• Develop and maintain strong relationships with executive decision-makers, including CIOs, CTOs, IT Directors, Operations Leaders, and Procurement Officials.
• Drive consultative sales cycles from initial cold discovery through solution demonstrations, business case proposals, contract negotiations, and closing.
• Partner with Solutions Engineers, Delivery Consultants, and Customer Success teams to deliver compelling outcomes tailored to customer requirements.
• Lead responses to customer RFIs, RFPs, and security or compliance questionnaires in partnership with internal bid teams.
• Maintain accurate pipeline, account notes, and forecasting data in Salesforce CRM.
• Stay current on ITSM, IT Operations, automation, AI, and enterprise service management trends to effectively position solutions.
• Represent RightStar and XTIVIA at industry conferences, networking events, webinars, and briefings.