Account Manager

ITRS; London; Hybrid; GBP 40,000 - 80,000; Full time

Job summary

An established industry player is seeking a driven Account Manager to spearhead new business growth within the capital markets sector. This role requires a blend of strategic relationship building and account management, focusing on both new client acquisition and retention. You will work closely with cross-functional teams to ensure client satisfaction while driving revenue through upselling and cross-selling opportunities. The ideal candidate will have a proven track record in selling complex software solutions, a deep understanding of financial trading technologies, and the ability to navigate complex sales cycles. Join a dynamic and inclusive company culture where your contributions will make a significant impact.

Benefits

Health Insurance

Dental Health Cover

Employee Assistance Programme

Pension

Flexible Hybrid Working

Enhanced Parental Leave

Travel Insurance

Life Assurance

Income Protection

Training Reimbursement

Qualifications

• 5+ years of successful software sales experience in capital markets.
• Strong understanding of financial trading technology and its application.

Responsibilities

• Develop strategic relationships within assigned accounts.
• Manage sales cycles from prospecting to deal closure.
• Collaborate with internal teams for excellent customer experience.

Skills

Sales Management

Account Management

Customer Relationship Management

Complex Software Sales

Financial Trading Technology

Presentation Skills

Job description

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About ITRS

Recognised as a Great Place to Work, ITRS is an Enterprise SaaS provider with industry-leading solutions. Our prestigious customer base includes 90% of the world's top investment banks. We are backed by leading private equity investors and are rapidly growing.

Our headquarters are in Shoreditch - London's tech hub - with offices in other UK and global locations from the Netherlands to Manila, NYC and Florida. We pride ourselves on a diverse, friendly, dynamic culture - with a focus on internal promotion and developing our people.

Scope of Role

Reporting to our Global Head of Sales and Partners, 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 Manager, 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.