Account Executive

Strategic Account Executive

XTIUM is seeking a strategic, growth-oriented Account Executive to manage and expand enterprise relationships while winning new logo business. This quota-carrying role is designed for a consultative seller who can become a trusted advisor to senior business and technology leaders, connect complex client priorities to XTIUM's managed services portfolio, and lead multi-stakeholder sales pursuits from discovery through contract execution and long-term expansion.

Job Responsibilities:

• Achieve and exceed quarterly and annual sales targets across an assigned portfolio and territory, balancing expansion within existing accounts with new logo acquisition.
• Develop and execute strategic account and territory plans that identify client priorities, key stakeholders, whitespace, competitive dynamics, and multi-year growth opportunities.
• Expand XTIUM's existing customer base by identifying, shaping, and closing cross-sell and upsell opportunities across the managed services portfolio.
• Build trusted relationships with C-level executives, technology leaders, business sponsors, procurement teams, and other decision-makers through insight-led, consultative engagement.
• Create a consistent pipeline of new enterprise opportunities through targeted prospecting, referrals, partner relationships, marketing programs, industry events, and account-based outreach.
• Own the full complex sales cycle - from qualification and discovery through solution development, business case creation, proposal, negotiation, and close - using a structured sales methodology.
• Develop and deliver compelling executive presentations and value propositions that connect XTIUM capabilities to business outcomes, operational improvement, risk reduction, and return on investment.
• Collaborate closely with solution architects, service delivery, customer success, marketing, and technology or channel partners to design viable solutions and ensure a strong transition from sale to delivery.
• Maintain rigorous CRM discipline, pipeline hygiene, competitive awareness, and timely, accurate forecasting; clearly communicate deal risks, dependencies, and required support.
• Facilitate consultative discovery session with business and technology stakeholders to diagnose needs, quantify impact, shape success criteria, and build consensus around the right solution path.

Job Qualifications:

• 5-8 years of successful, quota-carrying B2B technology sales experience, including complex managed services, IT outsourcing, cloud, infrastructure, or related enterprise solutions.
• A proven track record of both expanding enterprise accounts through cross-sell and upsell and landing new logos through self-generated pipeline.
• Consistent success meeting or exceeding sales targets and closing complex, multi-year agreements with large enterprise or upper mid-market customers.
• Strong consultative and value-based selling skills, with the ability to translate technical capabilities into business outcomes, financial impact, and executive-level value.
• Demonstrated strategic account and territory planning capabilities, including stakeholder mapping, whitespace identification, competitive strategy, and executive engagement.
• Experience navigating long, multi-threaded sales cycles and building consensus across C-level, IT, business, finance, procurement, legal, and other stakeholders.
• Working knowledge of a disciplined sales methodology such as MEDDPICC, Challenger, Strategic Selling, or an equivalent framework.
• Executive presence and excellent communication, presentation, negotiation, relationship-management, organizational, and follow-through skills; strong CRM and forecasting discipline.
• Bachelor's degree or equivalent relevant experience; familiarity with Microsoft, Cisco, cloud, cybersecurity, and broader managed services ecosystems is a plus.
• Natural consultative seller with strong listening skills, intellectual curiosity and the ability to earn trust by challenging assumptions, reframing problems, and guiding customers toward practical business outcomes.

The salary range for this position is $100,000 - $140,000/base salary plus additional variable compensation. Compensation may vary outside of this range depending on a number of factors, including a candidate's qualifications, skills, competencies, experience, and location. We offer a competitive benefits package with Med/Dental/FSA/401(k)/Flexible Paid Time Off.

XTIUM is an equal opportunity employer.

Remote