Senior Account Executive - DEM

About the role

ITRS, a provider of IT observability solutions, is hiring a Senior Account Executive for its Corporates division in London. The role combines a quota-carrying account executive mandate with a pathway into first-line team management, leading a named territory covering Energy & Utilities, Healthcare, Telecoms, Retail and Critical National Infrastructure. It reports to the Managing Director of Corporate Sales and offers a hybrid schedule from the London HQ.

Key responsibilities

• Own and exceed an annual ARR quota (typically $1M+ first year) across new logos, renewals and expansion.
• Build and manage a pipeline through independent prospecting and BDR/marketing leads, and lead the full sales cycle with pre-sales, legal and professional services.
• Manage a book of EMEA accounts, supporting adoption and driving upsell and cross-sell.
• Develop a territory plan with account prioritisation, coverage and quarterly milestones, acting as player-coach and stepping into first-line management.
• Build multi-threaded relationships with IT, business, procurement and C-suite stakeholders using solution-led, value-based selling.
• Maintain accurate forecasting and CRM hygiene, and act as a trusted advisor on regulatory trends and IT complexity in regulated industries.
• Partner with marketing and product on vertical messaging and campaigns, and collaborate with channel and alliance teams.

Required profile

• 5+ years selling complex B2B software to enterprise accounts in the EMEA market.
• Quota completion in new logo or mixed new/expansion roles, with deals of $200K-$1M+ ARR.
• Experience in observability, IT infrastructure monitoring, AIOps, application monitoring, log analytics, SIEM, cybersecurity or similar enterprise software.
• Comfortable with long, complex sales cycles involving procurement, legal, technical buyers and C-level executives.
• Experience generating pipeline, not relying only on inbound leads.

Required skills

• Engaging CIO/CTO/COO stakeholders and technical audiences.
• Salesforce/CRM and RevOps tools (e.g. Clari), with disciplined forecasting.
• MEDDPICC methodology and qualification discipline.
• Advantageous: regulated industry experience, familiarity with observability use cases, experience selling through MSPs, channel partners or GSIs, and knowledge of NIS2, DORA or resilience frameworks.

What we offer

• Health insurance and dental cover for you and dependants, pension and travel insurance.
• Flexible hybrid working, enhanced parental leave and life assurance.
• Employee assistance programme, income protection, referral bonus, buy-and-sell holiday and training reimbursement.