Account Director

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

Benefits offered by this job

Health Insurance

Employee Assistance Programme

Pension

Flexible Hybrid Working

Enhanced Parental Leave

Travel Insurance

Life Assurance

Income Protection

Referral Bonus

Buy and Sell Holiday

Training Reimbursement

Job summary

ITRS is seeking an Account Director for the EMEA region to drive new business growth and retain key accounts. You will hunter and farmer within a predefined financial services customer list, coordinating with Marketing and BDR teams to generate pipeline and close deals.

You will manage strategic relationships, ensure contract renewals, and collaborate with cross-functional teams to deliver an outstanding customer experience across multiple territories. travel will be required.

Qualifications

• Five or more years' successful track record selling complex software into the capital markets space.
• Understanding of how financial trading technology is deployed within capital markets and data flows driving front offices of major banks.
• Experience hunting for new business and managing sales cycles from prospecting to deal closure; growing existing accounts.
• Ability to coordinate with multiple internal teams (sales, presales, legal, professional services) during long sales cycles.
• Willingness to travel internationally, including across EMEA.

Responsibilities

• Develop strategic relationships within allocated accounts and manage renewals.
• Manage a new business territory and meet the Net New Growth Sales Target.
• Collaborate with Marketing and BDR teams to create campaigns and sales materials.
• Provide excellent customer experience with cross-functional teams (Client Services, Professional Services, Pre-Sales, Sales Fulfillment).
• Qualify opportunities to provide a predictable pipeline forecast.
• Represent the voice of the customer to Product Management and deliver product demonstrations.
• Lead end-to-end sales cycles from discovery to deal closure.

Skills

Five+ years selling complex software

Capital markets knowledge

Experience in end-to-end sales cycles

Travel readiness for international/EME

Stakeholder management

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.

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
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" in providing and reviewing feedback with our Product Management team
• Experience presenting and providing examples of giving product demonstrations and presentations to customers and prospects
• Experience of communication at the right level with both technical and business leaders both internally and with the customer
• An ability to undertake some travel. Some, but not all senior sales roles will require the ability to run international accounts throughout EMEA therefore will involve some travel
  

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 recognise that a diverse workforce is a stronger workforce.