Account Executive, ITSM

Responsibilities

• Own and execute a strategic sales plan for your assigned territory or accounts to generate pipeline, win net-new business, and deliver against revenue targets.
• Forecast, consistently achieve, and exceed quota targets.
• Through a combination of proactive outbound prospecting and inbound demand, develop and manage a high-quality, net-new SaaS pipeline from initial engagement through close.
• Build and advance multi-threaded opportunities by engaging economic buyers, champions, technical stakeholders, and business users.
• Manage and clearly communicate pipeline health and progress, tracking opportunities through CRM and supporting sales tools and maintaining the discipline required for accurate forecasting.
• Collaborate with product, sales engineering, customer success, and support teams to improve the end-to-end sales process and increase the likelihood of customer success.
• Work effectively within a partner ecosystem to drive joint pipeline and revenue opportunities.
• Clearly articulate Xurrent’s value drivers and competitive differentiation to prospects and customers, connecting product capabilities to business outcomes.
• Maintain a strong understanding of the competitive landscape and market dynamics to sharpen account strategy and positioning.
• Represent Xurrent at key industry events, trade shows, and strategic conferences to build brand presence and generate qualified pipeline opportunities.
• Bring customer and market insight back to Xurrent to help inform the evolution of the platform and go-to-market approach.

Minimum Requirements

• 5+ years of quota-carrying SaaS sales experience, with a consistent track record of hitting and exceeding annual revenue targets
• Prior success selling ITSM/ESM
• Demonstrated success in net-new logo acquisition within a high-velocity, outbound-driven sales environment
• Proven ability to build and manage your own pipeline end-to-end, including prospecting into cold accounts and developing multi-threaded opportunities
• Experience selling into complex, multi-stakeholder organizations, engaging effectively with C-level executives (CIO, CTO, VP-level buyers) and technical stakeholders
• Strong capability to deliver tailored product demonstrations and translate technical solutions into clear business outcomes
• Experience working cross-functionally with Sales, Marketing, Partners, and Product teams to accelerate pipeline and improve win rates
• Strong business acumen and commercial judgment, with the ability to prioritize high-value opportunities and manage a disciplined pipeline through complex buying processes.

Preferred Qualifications

• Experience using MEDDICC (or similar qualification frameworks) to manage and advance complex, multi-stakeholder opportunities
• Proficiency with modern sales tech stack, including Salesforce, Outreach, and AI-enabled productivity tools (e.g., Claude or similar LLM-based tools)
• Experience selling into technical and enterprise buyers, with the ability to confidently engage IT leadership (CIO, CTO) and engineering stakeholders
• Demonstrated ability to position complex technical products in terms of business impact, risk reduction, and operational efficiency

Compensation

• This role offers a 50/50 base-to-commission compensation structure .
• Base Salary: $80,000 – $115,000
• On-Target Commission: $80,000 – $115,000
• Total On-Target Earnings (OTE): $160,000 – $230,000
• This role requires travel 25% of the time

Important Notice: Beware of Recruitment Scams

Statement of Equal Opportunity