Account executive in observability

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.

• 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.
• 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.
• 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.

• 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.
• 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.
• Будет плюсом: 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

• This role offers a hybrid work schedule from our London HQ.
• 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