Account Executive, ITSM

Mission
The Account Executive is an outbound enterprise “hunter” responsible for generating net-new business and driving predictable bookings growth across the U.S. region. You own the full sales cycle, from pipeline creation through close, prospecting and qualifying opportunities and presenting the Xurrent platform through discovery-led conversations, tailored demos, executive presentations, and industry events. The focus is net-new logos in collaboration with our partner network, while also identifying expansion opportunities within existing accounts. Success requires navigating complex organizations and multi-threading across C-level executives, IT leaders, business users, and service providers to deliver clear business outcomes.

This role calls for an entrepreneurial, self-starting mindset paired with disciplined pipeline management and accurate forecasting. You are intellectually curious, motivated to build deep expertise in our technology space quickly, and proactive about sharing market insights and customer feedback that help evolve the platform. You will be supported by a compelling product, engaged leadership, and cross-functional partners in marketing and sales development, allowing you to concentrate on high-quality pipeline generation and closing. This is a high-impact, high-visibility role with significant earning potential for top performers who consistently exceed targets. 

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