Enterprise Account Executive

About Itential:

Itential is the agentic operations platform for infrastructure. Enterprises use it to build, integrate, execute, govern, and operate AI agents and workflows that take action on production systems. Global carriers, financial institutions, and federal agencies trust Itential for critical infrastructure operations.

Job Summary:

The Enterprise Account Executive sits at the intersection of network automation, AI-driven operations, and complex enterprise sales. You will help the world's largest organizations navigate a fundamental shift — from manual, script-based operations to AI-orchestrated, intent-driven network management — and position Itential as their strategic automation platform of record.

Success in this role requires deep collaboration across the Revenue Team — BDRs, Marketing, RevOps, Solutions Engineers, and Customer Success — executing a value-based, insight-led sales motion that guides buyers from awareness to confident investment.

Supervisory Responsibilities:

• None.

Duties/Responsibilities:

The Enterprise Account Executive is responsible for exceeding software revenue quota through net-new logo acquisition and expanding existing accounts. You will be expected to engage directly with targeted accounts in your region and will partner with the Business Development team as part of converting intent-based opportunities, preparing and executing sales meetings with your Sales Engineering team, and executing on daily tasks in a highly-effective manner. This includes:

• Manage the full sales cycle – from first contact through close – leveraging a consultative, insight-led approach that helps buyers quantify the cost of manual operations and the ROI of agentic automation
• Define and execute sales plans for an assigned geographic territory to exceed software sales goals through prospecting, qualifying, managing, and closing sales opportunities
• Coordinate resources throughout the sales cycle, including sales engineering, client-partner executives, architects, sales leaders, and customer success to effectively execute Itential's sales process
• Build and maintain executive-level relationships (CIO, VP Network Engineering, VP Infrastructure) that position Itential as a strategic platform partner, not a point solution vendor
• Lead Quarterly Business Reviews (QBRs) that connect Itential's agentic automation roadmap to the customer's evolving infrastructure strategy
• Perform regular customer, market, product, and competitive analyses to effectively meet account objectives and strategies
• Negotiate and present account proposals and contracts, gaining internal alignment and approvals across cross-functional partners (finance, legal, RevOps, etc.)
• Help drive account scorecard improvements, identify adoption and expansion opportunities, and secure software renewals
• Manage and track customer accounts, opportunities, and renewal information in Salesforce
• Utilize the full tech stack at a proficient level: Gong, Outreach, Amazon Quicksight, LinkedIn Sales Navigator, ZoomInfo, and 6sense
• Use AI-assisted sales tools — conversation intelligence, deal scoring, and generative AI for outreach personalization — to increase efficiency and improve buyer engagement quality
• Participate in team building and company-growth activities, including strategy setting, sales training, marketing efforts, and customer success engagements

Required Skills/Abilities:

• 3+ years of Enterprise software sales experience
• Current role focused on new logo acquisition, account expansion, and SaaS offerings
• Track record of delivering revenue and building valuable customer relationships
• An ambitious, goal-oriented, and customer-focused mindset
• A foundational understanding of network technologies and SaaS offerings
• Demonstrable communication and presentation skills with strong business acumen
• Experience in territory and business planning, tactical execution, and proven selling strategies within complex account organizations
• A growth mindset, consistently working to improve your skills and adapt in a constantly changing environment
• Humble confidence with a bias towards action
• The ability to effectively differentiate Itential to customers

Physical Demands & Work Environment

Physical Requirements: The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

• Sitting: Constantly (6-8 hours per day) for computer work, meetings, and customer calls
• Standing/Walking: Occasionally for team meetings and customer presentations
• Lifting: Occasionally lift/carry up to 15 pounds (project materials, equipment)
• Vision: Constantly use close vision for computer work, documentation, and reporting
• Hearing: Frequently for customer calls, team meetings, and stakeholder communications
• Communication: Constantly communicate with customers, engineering teams, and executive management
• Manual Dexterity: Constantly use hands/fingers for keyboard use and documentation

Work Environment:

• Location: United States
• Noise Level: Typical office or home office environment with frequent meetings and calls
• Travel Requirements: Up to 20% travel for customer meetings and presentations
• Schedule: Standard business hours with flexibility for customer time zones
• Technology: CRM and sales engagement platforms (Salesforce, Gong, Outreach), conversation intelligence tools, and video conferencing software

Compliance Statements

ADA Accommodation: Itential is committed to providing reasonable accommodations to qualified individuals with disabilities throughout the application, interview, and employment process. If you require accommodation to perform the essential functions of this position, please contact Human Resources to discuss available options.

Equal Opportunity: Itential is an Equal Opportunity Employer and prohibits discrimination and harassment of any kind. All employment decisions are based on business needs, job requirements, and individual qualifications, without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other characteristic protected by law.

Employment at Will: Employment with Itential is at-will, meaning either the employee or the company may terminate the employment relationship at any time, with or without cause or notice.