ИталияSenior Account Executive (Italy)
5 дн. назад
ИталияSeniorRemote
salesforcecrmaccount management
Responsible for owning the full sales cycle for new enterprise accounts in Italy within the IoT connectivity industry.
О компании
- is a leading cloud-native IoT connectivity provider helping businesses connect and manage devices globally through a single, modern platform. Our technology powers connected products across industries including mobility, logistics, energy, healthcare, and security — enabling enterprises to scale IoT faster, more securely, and with greater flexibility.
- Built for the cloud era, combines global cellular connectivity, network intelligence, and seamless API integrations into one platform that simplifies how businesses deploy and manage connected devices worldwide.
- With strong international growth and increasing momentum in the U.S. market, is helping redefine what modern IoT connectivity looks like.
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Обязанности
- This is a fully remote role covering the Italian market, sitting within the EMEA sales organisation and reporting directly to the VP of Sales EMEA, based in Germany. You will own the full sales cycle — from prospecting and qualification through to close — for new enterprise accounts across Italy. You will work closely with Solutions Engineering, Product Management, Marketing, and Legal to bring the right resources to each deal at the right moment, and you should expect to be in front of customers regularly, with travel up to once a week.
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- Drive new enterprise revenue across Italy, owning every stage of the sales cycle from first contact to signed contract
- Build a disciplined, data-driven pipeline using a structured qualification framework and rigorous CRM hygiene, so your forecast is reliable and your activity is repeatable
- Own commercial negotiations — pricing, competitive positioning, business case development, and contracting — coordinating internal stakeholders to keep deals moving
- Develop trusted relationships with decision-makers and influencers across Line of Business, Product, Operations, and Procurement within target accounts
- Establish a sustainable territory strategy: a clear account prioritisation plan, a consistent prospecting motion, and a pipeline that covers future quota periods, not just the current quarter
Другое
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- Italy is one of 's largest and most established markets, which means you are not walking into a blank slate — you are stepping into a territory with real commercial momentum and the mandate to grow it further. IoT connectivity is shifting away from fragmented, carrier-dependent infrastructure toward cloud-native platforms, and is leading that transition. You will be selling a product with genuine technical differentiation to buyers who are actively looking for a better answer than what legacy telcos provide. The deals are complex and meaningful, the internal team is lean and collaborative, and the company's trajectory gives this role real visibility. If you want a territory where your performance matters and your contribution shapes outcomes, Italy is it.
- A proven track record of closing complex B2B SaaS or technology deals at the enterprise level, with consistent quota attainment
- Experience navigating multi-stakeholder buying processes and extended sales cycles, including large deal management through to close
- Fluency in a structured sales methodology — MEDDIC, Challenger, SPIN, or similar — and the discipline to apply it consistently rather than selectively
- Comfort operating in a value-based selling motion: you build business cases, quantify ROI, and sell outcomes rather than features
- Proficiency with CRM and sales tools (Salesforce, LinkedIn Sales Navigator, or equivalents) and a genuine preference for a data-driven approach to territory management
- Clear, confident written and verbal communication — you can adapt your message for a technical buyer, a procurement lead, or a C-suite sponsor
- Full professional fluency in both Italian and English — you will work with customers in Italian and collaborate with an international team in English
- Coachability — we want someone who is excited to grow with us
- In your first few weeks, the priority is depth over activity. You will complete onboarding, work through product and technical training, and build a solid grasp of 's ideal customer profile, buyer personas, pricing model, and competitive positioning — with particular attention to the dynamics of the Italian market.
- By month two or three, you will be prospecting independently — running outbound alongside inbound follow-up, conducting discovery calls, and qualifying opportunities against 's framework. You will start building pipeline and learning which messages and objections resonate with Italian buyers. Expect to be generating meetings and managing early-stage opportunities with increasing confidence.
- By the halfway mark, you should own a live set of opportunities at multiple stages of the funnel. You will be running complete discovery and demo cycles, coordinating Solutions Engineering and other internal resources, producing a reliable forecast, and progressing late-stage deals toward close. Depending on sales-cycle length, this is when first wins typically become possible.
- The broader arc is becoming a repeatable, forecastable contributor — someone with a clear territory strategy, consistent prospecting habits, strong internal relationships, and a sharp understanding of why deals are won or lost in this market.
- If you prefer a highly structured environment with clearly defined playbooks at every step, 's degree of self-direction may feel uncomfortable — we are still building, and we expect this person to help shape how things are done, not simply follow an established script
- If you are most comfortable managing a high volume of smaller, transactional deals, the complexity and longer timelines of enterprise IoT sales cycles may not suit your natural rhythm
- If you need a large, well-resourced support organisation around you before you feel confident going to market, this role will feel underpowered — the team is lean, which means high ownership and real impact, but also real ambiguity