- Location
- Italy · Remote - Spain
- Workplace
- Remote
- Type
- Full-time
- Department
- Sales
- Seniority
- Director
- Experience
- 5+ years
- Source
- Workday
Description
Job Description:
Role Overview
The Enterprise Sales Director for Italy and Iberia is a critical leadership role responsible for driving revenue growth, market expansion, and regional strategy across Southern Europe.
You will lead, coach, and scale a high-performing team of Enterprise Account Executives to win net-new logos and expand existing major accounts. This role requires a strategic thinker with a proven track record of closing complex seven-figure software/SaaS deals and navigating the unique business landscapes of Italy, Spain, and Portugal.
Key Responsibilities
Strategic Leadership & Revenue Growth
Drive ARR: Achieve and exceed regional quarterly and annual revenue (ARR/NNARR) targets.
Go-To-Market (GTM) Strategy: Define and execute the enterprise sales strategy tailored to Italy and Iberia.
Pipeline Management: Maintain a data-driven, accurate, and predictable sales forecast using CRM tools (e.g., Salesforce).
Key Account Engagement: Personally engage in high-value, complex negotiations and build relationships with C-level executives at Fortune 500 / IBEX 35 / FTSE MIB companies.
Team Development & Management
Recruit & Scale: Attract, hire, and retain top-tier Enterprise Account Executives across the region.
Coach & Mentor: Provide continuous coaching on value-based selling, account planning, and deal execution.
Performance Management: Set clear KPIs, monitor team performance, and foster a high-performance, inclusive culture.
Cross-Functional Collaboration
Partner Ecosystem: Collaborate with regional channel partners, SIs (System Integrators), and alliances to accelerate market penetration.
Internal Alignment: Work closely with Marketing, Solutions Engineering, Customer Success, and Legal to ensure seamless deal execution and customer satisfaction.
Required Qualifications & Experience
Professional Experience
Sales Leadership: 5+ years of experience managing enterprise software/SaaS sales teams in Southern Europe.
Individual Track Record: 8+ years of quota-carrying enterprise sales experience with a history of overachieving targets.
Regional Expertise: Deep understanding of the business culture, purchasing behaviors, and corporate landscape in Italy and Iberia.
Deal Size: Proven success managing complex sales cycles with ACV (Annual Contract Value) exceeding €250k+.
Skills & Competencies
Methodology:
Mastery of modern sales methodologies (e.g., MEDDPICC, Command of the Message, Challenger Sale).Network: An existing, strong network of C-level contacts (CIOs, CTOs, CFOs, COOs) across major enterprises in the region.Communication: Exceptional negotiation, presentation, and interpersonal skills.
Language Requirements
English: Native or business-fluent proficiency (written and spoken) is mandatory.
Fluency in Italian and Spanish is mandatory, Portuguese is a strong asset.
