Account Director

ITRS; Greater London; On-site; GBP 90,000 - 130,000; Full time

Job summary

ITRS, headquartered in London, seeks an Account Director to drive new business and retain key clients in the capital markets. You will manage a defined territory, blend hunter and farmer activities, and collaborate with Marketing, BDR, and Services teams to grow revenue.

The role requires 5+ years selling complex software to capital markets, deep knowledge of trading tech and data flows, and a proven ability to close deals through cross-functional alignment.

Qualifications

• Five or more years selling complex software to capital markets, with a focus on monitoring/observability.
• Understanding of trading tech, OMSs, market data feeds and front-office data flows in major banks.
• Experience managing the full sales cycle from prospecting to deal closure and growing existing accounts.
• Ability to coordinate with multiple teams (sales, presales, legal, professional services) and stakeholders in prospects.
• Strong communication and 'voice of the customer' capabilities.

Responsibilities

• Develop strategic relationships within allocated accounts and manage renewals.
• Own a new business territory and meet revenue targets for the region.
• Collaborate with Marketing and BDR teams to create campaigns and drive pipeline.
• Lead discovery, proposals, PoC criteria, and deal closures with cross-functional teams.

Skills

Capital markets software sales

Observability/monitoring software

Sales cycle management

Account management

Prospecting and new business

Cross-functional collaboration

Job description

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.

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.

Scope of Role

Reporting to our Head of Sales EMEA, you will be responsible for an annual new business growth revenue target and an annual retention target within a pre-defined territory. You will combine both hunter and farmer characteristics including the regional account management of a pre-defined existing Financial Services customer list and the growth of revenue in these accounts through up-sell and cross-sell. The role will also involve working with our marketing and BDR teams to prospect for new business outside of the existing customer list.

As an Account Director, you will:

• Develop strategic relationships within the allocated accounts that you are assigned.
• Ensure contract renewals are completed.
• Manage a new business territory and meet the Net New Growth Sales Target.
• Work with key teams at ITRS to provide an excellent customer experience, including Client Services, Professional Services, Pre-Sales and Sales Fulfilment.
• Qualify opportunities to a high degree to provide a predictable and accurate pipeline forecast.
• Align with our Marketing and BDR teams to create sales campaigns including contributing to sales materials and attending events.
• Be a Voice of the Customer by ensuring excellent meeting notes and contributing to the feedback loop.
• Manage the sales cycle including discovery meetings, presentations, initial demos, identifying PoC success criteria, writing proposals, through to deal closure.

Requirements

• Five or more years' successful track record selling complex software into the capital markets space specialising in technology that operates in the monitoring or observability space.
• A working understanding of how financial trading technology is deployed and used within capital markets and a working knowledge of the application infrastructures and associated data flows that drive the front offices of the major banks including OMSs, market data feeds, electronic trading platforms; risk systems
• Experience hunting for new business and managing the sales cycle from prospecting to deal closure, as well experience of managing and growing existing accounts and the ability to qualify and prioritise deals so that ITRS's resources are focused on the right opportunities. In other words, an ability to manage a pipeline and close business.
• A team player who is comfortable executing complex sales cycles where multiple players from ITRS (sales, presales, legal, and professional services) are working with multiple players from the prospect (heads of IT, business line heads, project managers, procurement, legal) over an extended period of time.
• Experience establishing communication and engagement with prospects and with ITRS customers and to represent the ‘voice of the customer