Account Executive
$80,000–$115,000 year
HybridNew York City, New York, United States or New York, United States
Job Summary
Own and exceed an annual ARR quota of $1M+ across new logo, renewal, and expansion within a named territory spanning Energy, Healthcare, Telecoms, and Critical National Infrastructure. Build and manage a high-quality pipeline through independent prospecting and BDR/marketing leads, leading the full sales cycle end-to-end by coordinating pre-sales, legal, and professional services. Operate as a player-coach to take daily leadership of a US-based team, developing a territory plan with clear account prioritization and quarterly milestones. Maintain accurate forecasting and CRM hygiene while engaging C-suite stakeholders to drive upsell/cross-sell across the ITRS portfolio. Collaborate with marketing, product, and channel teams to refine go-to-market strategy and accelerate deal cycles in regulated industries.
Required Qualifications
- 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 RevOps 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
Desired Qualifications
- 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 capacity planning use cases
- Experience selling with or through Managed Service Providers, Channel Partners, or GSIs
- Working knowledge of NIS2, DORA, or other IT/operational resilience frameworks
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