Senior Account Executive, Italy

This is a fully remote position, open to applicants in Italy.

📋 Description

• Manage the complete sales process for new enterprise accounts throughout Italy, from initial prospecting and qualification to closing deals.

• Generate new enterprise revenue in Italy, starting from the first outreach to the signing of contracts.

• Create a disciplined, data-oriented pipeline by employing structured qualification methods and maintaining rigorous CRM standards.

• Oversee commercial negotiations, which include pricing, competitive positioning, business case formulation, and contract finalization.

• Collaborate with Solutions Engineering, Product Management, Marketing, Legal, and various internal stakeholders.

• Cultivate relationships with key decision-makers and influencers within Lines of Business, Product, Operations, and Procurement.

• Define territory strategies, prioritize accounts, establish prospecting activities, and ensure comprehensive pipeline coverage for future quota periods.

• Complete onboarding and participate in product and technical training.

• Engage in outbound prospecting, follow up on inbound inquiries, conduct discovery calls, and qualify opportunities.

• Facilitate discovery and demo cycles, coordinate internal resources, generate reliable forecasts, and drive late-stage deals to closure.

• Regularly meet with clients, with travel required up to once a week.

⛳️ Requirements

• Demonstrated success in closing intricate B2B SaaS or technology deals at the enterprise level, consistently achieving sales quotas.

• Experience in managing multi-stakeholder buying processes and lengthy sales cycles, including large deal management through to closure.

• Proficiency in a structured sales methodology such as MEDDIC, Challenger, SPIN, or comparable approaches.

• Comfortable working within a value-based selling framework, developing business cases, quantifying ROI, and focusing on outcomes rather than merely features.

• Skilled in using CRM and sales tools like Salesforce and LinkedIn Sales Navigator, or their equivalents.

• Strong written and verbal communication skills, with the ability to adapt to technical buyers, procurement leaders, and C-suite executives.

• Full professional proficiency in both Italian and English.

• A willingness to be coached and an eagerness for professional development.

🏝️ Benefits

• Fully remote position.

• Collaboration with an international team.

• Comprehensive product and technical training during the onboarding process.

• A lean and collaborative internal team environment.

• High levels of ownership and the opportunity to make a real impact.

• Chance to influence operational practices.

• Opportunities for career advancement with emnify.

• Travel required up to once a week.