Senior Account Executive, Public Sector

XTIVIA - Enterprise ITSM Software - Public Sector Sales

Title Senior Account Executive, Public Sector (Federal, State & Local Government)

Work 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.