Senior Account Executive, DEM

ITRS Group

. Own and exceed an annual ARR quota, typically $1M+ first-year value, across new logo, renewal, and expansion .

Posted 10/10/2026full-timeLondon • United KingdomSeniorWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in managing complex B2B software sales cycles, with a strong focus on quota achievement and pipeline development in the EMEA market. Proficient in engaging C-suite stakeholders and navigating regulatory challenges while maintaining rigorous CRM practices.

Highest-signal resume keywords

B2B Software SalesQuota AchievementSalesforce/CRM ProficiencyMEDDPICC MethodologyRegulated Industry Experience

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Complex Sales Cycle ManagementPipeline DevelopmentValue-Based SellingBusiness Case DevelopmentDeal Economics Understanding

Soft Skills

Collaborative ApproachLeadershipOrganizational SkillsAnalytical FocusRelationship Building

Tools & Technologies

SalesforceRevOps ToolsClari

Industry Keywords

EMEA MarketObservabilityIT Infrastructure MonitoringCybersecurityRegulatory Trends

Tech Stack

Tools & technologies

Cyber Security

About the role

Key responsibilities & impact

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 an individual and small-team territory plan with account prioritization, coverage, and quarterly milestones
Operate as a player-coach, taking on daily leadership of an EMEA-based team and stepping into first-line management
Build multi-threaded relationships with IT, business, procurement, and C-suite stakeholders
Apply solution-led, value-based selling aligned to business and regulatory challenges
Maintain accurate forecasting and CRM hygiene to support resource planning and leadership visibility
Advise customers on regulatory trends, operational risk, and IT complexity in regulated industries
Partner with marketing and product on vertical messaging, campaigns, and go-to-market feedback
Collaborate with channel and alliance teams to expand coverage and accelerate deal cycles
Share best practices, market insight, and lessons learned to drive continuous improvement

Requirements

What you’ll need

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 relying 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 such as 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 around opportunities
Experience in regulated industries such as Energy & Utilities, Healthcare, Telecoms, Retail, Critical National Infrastructure, or Public Sector is advantageous
Familiarity with observability, synthetic monitoring, digital experience monitoring, or capacity planning use cases is advantageous
Experience selling with or through Managed Service Providers, Channel Partners, or GSIs is advantageous
Working knowledge of NIS2, DORA, or other IT/operational resilience frameworks is advantageous

Benefits

Comp & perks

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
Inclusive, supportive work environment
Professional development and growth opportunities