ITRS
Senior Account Executive - DEM
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About ITRS
At ITRS, we make society's critical technology work. Our mission is to deliver automated and holistic IT observability solutions that safeguard critical applications and enable innovation. We are the only monitoring and observability platform designed for the most demanding and regulated industries — trusted by 90% of Tier 1 capital markets firms.
We believe when our team thrives, so do our customers. With us, you'll find:
- A culture that backs you – We're proud to be a Great Place to Work for multiple years in a row due to our inclusive, supportive environment.
- Work that matters – Make a real difference with 1,000s of global customers in industries that keep the world running, including 9 out of 10 top investment banks.
- Room to grow – Whether you're starting your career or bringing years of experience, we're committed to your development. Just ask our team members who've been excelling here for 10+ years.
With headquarters in London and teams across the US, Europe, and Asia, ITRS combines the agility of a high-impact tech business with the stability of a private equity–backed global partner.
Scope of Role
This is a high-impact dual-role position combining a quota-carrying Senior Account Executive mandate with a pathway into first-line team management for the right candidate. It sits within the Corporates division reporting in to our Managing Director of Corporate Sales; a newly structured, growth-focused unit targeting regulated, non-financial services industries across EMEA. You will lead a named territory spanning Energy & Utilities, Healthcare, Telecoms, Retail, and Critical National Infrastructure.
You will be the primary revenue owner for the territory, responsible for new logo acquisition, account expansion, and retention. This role suits someone who motivates to build a territory, pipeline, reputation, and team.
The Corporates division is executing an ambitious GTM build-out, with dedicated BDR, pre-sales, and customer success support, a strong London office presence, and aligned marketing resources - ensuring you are not operating in isolation. This role offers a hybrid work schedule from our London HQ.
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As a Senior Account Executive, you will:
Revenue Generation & Pipeline
- Own and exceed an annual ARR quota (typically $1M+ first-year value) across new logo, renewal, and expansion.
- Build and manage a high-quality pipeline through independent prospecting and BDR/marketing leads.
- Lead the full sales cycle end-to-end, coordinating pre-sales, legal, and professional services as needed.
- Manage a book of EMEA-based accounts, supporting adoption and driving upsell/cross-sell across the ITRS portfolio.
Account & Territory Strategy
- Develop and execute a territory plan (individual and small team), with clear account prioritization, coverage, and quarterly milestones.
- Operate as a 'player-coach', taking on daily leadership of a EMEA-based team and stepping into first-line management.
- Build multi-threaded relationships across accounts, engaging IT, business, procurement, and C-suite stakeholders.
- Apply solution-led, value-based selling, aligning ITRS capabilities to business and regulatory challenges.
- Maintain accurate forecasting and CRM hygiene to support resource planning and leadership visibility.
Customer & Market Development
- Be a trusted advisor, providing insight into regulatory trends, operational risk, and IT complexity in regulated industries.
- Partner with marketing and product on vertical messaging, campaigns, and feedback to refine go-to-market strategy.
- Collaborate with channel and alliance teams to expand coverage and accelerate deal cycles.
- Drive continuous improvement by sharing best practices, market insight, and lessons learned.
Requirements
- 5+ years' success selling complex B2B software to enterprise accounts in the EMEA market.
- Quota completion in new logo or mixed new/expansion roles, with typical deal sizes of $200K–$1M+ ARR.
- Experience in one or more adjacent technologies: Observability, IT Infrastructure Monitoring, AIOps, Application Monitoring, Digital Experience Monitoring, Log Analytics, SIEM, Cybersecurity, or related enterprise software.
- Comfortable managing long, complex sales cycles with multiple stakeholders, including procurement, legal, technical buyers, and C-level executives.
- Experience generating pipeline, not solely rely on inbound leads.
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Skills & Behaviors
- Ability to engage with CIO/CTO/COO stakeholders and technical audiences.
- Commercially astute and analytically focused, with the ability to build business cases, understand deal economics, and navigate procurement while protecting margin.
- Organized with rigorous pipeline management; proficient in Salesforce/CRM and RevOps tools (e.g. Clari), with accurate forecasting discipline.
- Disciplined in qualification, with working knowledge of MEDDPICC methodology.
- Comfortable operating in a fast-scaling environment with change and high ownership.
- Collaborative approach, able to align and motivate GTM teams (pre-sales, customer success, legal, leadership) around opportunities.
Advantageous
- Experience in regulated industries such as Energy & Utilities, Healthcare, Telecoms, Retail, Critical National Infrastructure, or Public Sector.
- Familiarity with observability, synthetic monitoring, digital experience monitoring, or capacity planning use cases.
- Experience selling with or through Managed Service Providers, Channel Partners, or GSIs.
- Working knowledge of NIS2, DORA, or other IT/operational resilience frameworks.
Benefits
- Health Insurance and Dental Health Cover for you and your dependants
- Employee Assistance Programme
- Pension
- Flexible Hybrid Working
- Enhanced Parental Leave
- Travel Insurance
- Life Assurance
- Income Protection
- Referral Bonus
- Buy and Sell Holiday
- Training Reimbursement
ITRS is an Equal Opportunity employer and Inclusion is part of our everyday life. We celebrate diversity and pride ourselves on providing an environment where all employees can be their authentic selves and have a voice, allowing everyone to contribute equally. We remain committed to advocating inclusion, diversity, and equality into our ITRS family as we grow and enrich our business.
We welcome applications from everyone in the community as we recognize that a diverse workforce is a stronger workforce.
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