Own SMB outbound revenue: ARR targets, pipeline coverage, win rate, sales cycle, ACV, discounting discipline, and forecast accuracy.
Lead and coach full-cycle AEs: weekly 1:1s, pipeline reviews, call coaching, deal strategy, and consistent improvement plans.
Build the outbound operating system: ICP segmentation, territory design, account/lead sourcing strategy, multi-channel outreach (phone/email/LinkedIn), cadence standards, and activity-to-outcome accountability.
Hiring, onboarding, ramp: recruit AEs; create a ramp plan with milestones.
Performance management: set clear expectations, run weekly rhythms (WBR), diagnose root causes (skill/will/territory/message), and act fast on underperformance.
Cross-functional execution: coordinate with Marketing (campaigns, content, events), Partnerships (local channels, KOLs), and Product (feedback loops from the field).
Process and tooling: ensure excellent CRM hygiene, disciplined sequencing, and consistent reporting—truth over vibes.

Proven SMB outbound sales leadership in B2B SaaS: you’ve managed full-cycle AE teams with consistent quota attainment.
Hands-on outbound expertise: you can personally run sequences, cold call, and teach prospecting that converts.
Coaching mindset: you can diagnose performance gaps quickly and coach with structure (call reviews, scorecards), not generic pep talks.
Metrics-driven operator: fluent in funnel math (activity → meetings → demos → trials → closes), forecasting, and pipeline coverage.
Tool fluency: CRM (HubSpot/Salesforce), sequencing/automation tools, Sales Navigator; strong discipline on data quality.

Hybrid Work Model: Split your time between working from home and collaborating in our dynamic Milan office, balancing flexibility and team connection.
Health Insurance: Comprehensive health coverage to ensure your peace of mind.
Meal Vouchers: Receive ticket vouchers to make your lunch breaks more enjoyable.
Performance Bonuses: Be rewarded for your hard work with production bonuses tied to your impact and results.
Team Retreats & Building Activities: Experience periodic retreats and team-building activities that strengthen collaboration and fuel creativity.

Account Executive

Key skills