Senior Account Executive – ITSM

Overview

SolarWinds is seeking a New Logo Account Executive to support the ITSM business unit, which includes SolarWinds Service Desk (SaaS) and Web Help Desk (on-prem).

This role is focused on driving new customer acquisition across the Mid Market and Enterprise segments. The position targets organizations that are new to SolarWinds, as well as customers within our existing base that have not yet adopted our Service Desk solution.

With more than 300,000 customers globally, SolarWinds provides a unique opportunity to introduce ITSM into organizations that already rely on SolarWinds in other parts of their technology stack. By connecting ITSM and Observability, this role taps into a large and largely untapped segment of our existing ecosystem while continuing to expand SolarWinds’ footprint with net new customers.

The ideal candidate will identify, qualify, and close new logos while contributing to broader cross-sell opportunities within the SolarWinds customer base. This role requires a self-driven individual with a strong hunter mentality who can operate independently, build a pipeline through disciplined prospecting, and execute a focused sales strategy in a fast-paced environment.

Responsibilities:

• Engage directly with customers and prospects through field activities, including attending national and regional events, hosting regional workshops, and meeting customers onsite. (up to 50 percent travel)
• Build and maintain a disciplined pipeline of qualified new business opportunities within assigned territory.
• Develop and execute strategic account plans to drive revenue from both net new prospects and existing SolarWinds customers that have not yet adopted ITSM.
• Actively prospect and create awareness of SolarWinds ITSM solutions through targeted outreach and territory campaigns.
• Develop relationships across customer organizations and partner networks to support deal progression and long-term account strategy.
• Understand each customer’s business priorities, technology footprint, and competitive landscape to position SolarWinds effectively.
• Advance and close opportunities through effective execution of the sales process.
• Partner with System Integrators, channel partners, and SolarWinds channel leadership to drive ITSM solution adoption.
• Meet (or exceed) quarterly new business revenue targets.
• Transition newly closed accounts to the Account Management team to support long-term customer success and expansion.
• Maintain accurate pipeline management and forecasting, and provide weekly updates.
• Provide appropriate sales tracking and reporting through Salesforce and related tools.

Qualifications

• 10+ years of quota-carrying sales experience with a proven track record of acquiring net new customers, preferably selling Service Desk or ITSM solutions.
• Strong understanding of ITSM processes and the competitive landscape.
• Proven ability to prospect, develop a pipeline, and close new business within a defined territory.
• Track record of consistently achieving or exceeding sales quotas.
• Experience operating within both enterprise and transactional sales environments.
• Experience selling to senior technology leaders and C-level executives.
• Strong forecasting discipline and pipeline management skills.
• Excellent qualification, negotiation, and closing abilities.
• Ability to analyze customer environments and develop effective account strategies.
• Experience working with partner ecosystems, including channel and SI relationships.
• Bachelor’s degree or equivalent experience.
• Proficiency with Salesforce and Microsoft Teams.