Account Executive

Scope of Role

This is a high-impact dual-role position combining a quota-carrying Senior Account Executive mandate with a pathway into first-line team management for the right candidate. It sits within the Corporates division reporting in to our Managing Director of Corporate Sales; a newly structured, growth-focused unit targeting regulated, non-financial services industries across North America. You will lead a named territory spanning Energy & Utilities, Healthcare, Telecoms, Retail, and Critical National Infrastructure.

You will be the primary revenue owner for the territory, responsible for new logo acquisition, account expansion, and retention. This role suits someone who motivates to build a territory, pipeline, reputation, and team.

The Corporates division is executing an ambitious GTM build-out, with dedicated BDR, pre-sales, and customer success support, a strong New York office presence, and aligned marketing resources - ensuring you are not operating in isolation.

This role offers a hybrid work schedule from our New York office, with a base salary of $80,000 - $115,000 per year.

• 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 US-based accounts, supporting adoption and driving upsell/cross-sell across the ITRS portfolio.

• Develop and execute a territory plan (individual and small team), with clear account prioritization, coverage, and quarterly milestones.
• Operate as a 'player-coach', taking on daily leadership of a US-based team and stepping into first-line management.
• Build multi-threaded relationships across accounts, engaging IT, business, procurement, and C-suite stakeholders.
• Apply solution-led, value-based selling, aligning ITRS capabilities to business and regulatory challenges.
• Maintain accurate forecasting and CRM hygiene to support resource planning and leadership visibility.
• Be a trusted advisor, providing insight into regulatory trends, operational risk, and IT complexity in regulated industries.
• Partner with marketing and product on vertical messaging, campaigns, and feedback to refine go-to-market strategy.
• Collaborate with channel and alliance teams to expand coverage and accelerate deal cycles.
• Drive continuous improvement by sharing best practices, market insight, and lessons learned.

• 3+ years' success selling complex B2B software to enterprise accounts in the North American 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 rely 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 Rev Ops tools (e.g. 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 (pre-sales, customer success, legal, leadership) around opportunities.

• Experience in regulated industries such as Energy & Utilities, Healthcare, Telecoms, Retail, Critical National Infrastructure, or Public Sector.
• Familiarity with observability, synthetic monitoring, digital experience monitoring, or…