Commercial Account Executive Lead

Soldo Italy; London; Hybrid; GBP 75,000 - 110,000; Full time

Benefits offered by this job

Private healthcare for you and family

Career development budget €500 per año

Mentoring programme and leadership培训

Job summary

Soldo is seeking an experienced Commercial AE Team Lead to coach and scale the Italian market. This hands-on leader will establish standards for discovery, demos, negotiation, and closing, helping AEs drive consistent revenue.

You will work closely with SDRs, Marketing, Customer Success, Revenue Operations and Enablement to refine processes, manage pipeline health, and forecast with high accuracy. Flexibility includes remote work and options across Europe.

Qualifications

• Hands-on people manager with 1:1s and development plans.
• Track record closing mid-market deals (£10k-£50k+ ACV).
• Strong coaching with regular deal reviews and feedback.
• Experience with Salesforce and CRM data hygiene.
• Excellent written and verbal English; European languages advantageous.

Responsibilities

• Lead day-to-day management of the Commercial AE team, with discovery, negotiation, and closing standards.
• Create ramp plans, quotas, monitor progress and intervene as needed.
• Manage performance with 1:1s, feedback, and development plans.
• Maintain cadence: daily check-ins, weekly reviews, pipeline and forecast.
• Foster an inclusive, high-energy culture with focus on performance.
• Collaborate with SDRs, Marketing, CS, Revenue Ops and Enablement.
• Own pipeline, forecast accuracy, and deal progression reporting.

Skills

Leadership

Coaching

Forecasting

English language

Tools

Salesforce

Job description

Soldo is the proactive spend management solution that frees progressive businesses to accomplish more.

Over 25,000 organisations across 31 countries use Soldo to end slow, messy, and inefficient spending, bringing financial agility and control over every expense.

Soldo frees finance with a uniquely proactive approach to managing decentralised spending. By combining a powerful spend management platform, user-friendly app, and versatile payment methods, Soldo automates expense admin to eliminate inefficiency in managing business spending.

By proactively managing decentralised spend, organisations empower employees to spend when and where it's needed, keeping productivity high while avoiding month-end surprises.

Founded in 2015 by Italian digital innovator Carlo Gualandri, Soldo is headquartered in London, with offices in Dublin, Milan, and Rome.

We’re looking for people with big ambitions, cool heads, sharp minds, and warm hearts. Come and join us as we grow together .

What's in it for you

• Private healthcare coverage for you and your family
  
• Genuine career development opportunities (we love to see you succeed) - including your own annual €500 career development budget
  
• Access to training and development - including a mentoring programme, workshops and the opportunity to progress onto our leadership programme
  
• Flexible working options including working from home or our Milan or Rome offices + 60 days’ work anywhere
  
• Statutory Leave entitlements plus extra days off on Christmas Eve, New Year's Eve and your Birthday
  
• Your own personal company Soldo card
  
• Employee Assistance Programme
  
• CAF Annual Fiscal & Financial Support
  

The role

The Commercial AE Team Lead will play a central role in leading Soldo's Commercial Account Executive team, converting qualified pipeline into closed-won revenue across the Italian market. This will include establishing clear standards for discovery, demo delivery, negotiation, and deal progression that enable AEs to run a consistent, high-quality sales process.

This is a hands-on people management role rather than a Head of Sales position. Coaching and management sit at the centre of it: you will run structured 1:1s and live deal coaching for every AE on the team to help diagnose individual performance gaps, and manage career growth and performance conversations, alongside sitting in on high-stakes calls and helping management review pipeline health, forecast accuracy and deal progression.

Working closely with SDRs, Marketing, Customer Success, Revenue Operations and Enablement, you will collectively aid in refining processes for pipeline hand-off, deal execution, and forecasting, and ensure the team focuses on the work most likely to convert pipeline into revenue.

This role is ideal for an experienced SDR or sales team leader who enjoys developing people, solving operational problems, and turning clear standards, strong coaching, and disciplined execution into sustainable performance.

Responsibilities

Leadership & Performance

• Lead the day-to-day management of the Commercial AE team, setting clear expectations, priorities and standards across discovery, negotiation and closing.
  
• Create individual ramp plans and quota goals, monitor progress closely and intervene early when additional support or direction is required.
  
• Manage performance actively and directly, including regular one-to-ones, written feedback, individual development plans and, where needed, formal performance improvement conversations.
  
• Run a consistent operating cadence including daily check-ins, weekly one-to-ones, pipeline reviews, deal coaching, and team development sessions.
  
• Build an accountable, inclusive, and high-energy team culture in which powerful performance and continuous improvement are recognised.
  
• Remain close enough to live deals to understand what is and is not working, stepping into discovery, negotiation, or closing activity when it helps the team learn or maintain momentum.
  

Coaching, Quality & Enablement

• Provide frequent, practical coaching using call recordings, deal reviews, discovery notes, and conversion data, with a heavy hands-on cadence rather than periodic check-ins.
  
• Diagnose each AE's individual strengths and skill gaps and tailor coaching plans accordingly, rather than applying a single generic approach across the team.
  
• Coach to quality as well as volume, ensuring deals progress with a clear customer problem, validated business case and an agreed next step.
  
• Support career development conversations, identifying growth paths, and stretch opportunities for AEs ready to progress.
  
• Coach and reinforce disciplined use of SPICED (or the beginning points of MEDDICC) across the team's discovery, qualification, and deal review process.
  
• Own the team's pipeline, forecast accuracy, and deal progression reporting, giving the Head of Sales a clear view of performance, capacity, risks, and opportunities.
  
• Use data and frontline insight to improve account prioritisation, deal strategy, pricing discipline, and resource allocation.
  
• Maintain strong CRM discipline and ensure reporting is trusted, actionable, and used to guide coaching and operational decisions.
  
• Hold full accountability for the Commercial AE team's revenue number each quarter — not just reporting on pipeline and forecast but owning the outcome and course-correcting proactively when the team is off-track.
  

Cross-functional & Regional Alignment

• Partner with the SDR Team Lead on lead quality, qualification standards, and effective hand-offs into the Commercial AE pipeline.
  
• Partner with the Customer Support team on smooth deal-to-onboarding handoffs, ensuring new clients transition with clear context and expectations.
  
• Represent the Commercial AE team's needs to the Head of Sales for relevant GTM
  

We are looking for someone who must have

• Meaningful experience as an SDR Team Lead in a B2B SaaS, fintech, or similarly fast-paced commercial environment, with some experience leading, mentoring or managing other AEs.
  
• A strong track record closing mid-market deals (typically £10k-£50k+ ACV), with first-hand understanding of discovery, demoing, negotiation and closing.
  
• Demonstrable experience improving team performance through structured coaching, clear expectations, and regular inspection of live deals.
  
• A genuine track record as a hands-on people manager — comfortable running frequent 1:1s, giving direct feedback, managing individual development plans, and handling difficult performance conversations.
  
• Strong coaching skills, with experience diagnosing individual skill gaps and adapting coaching style to different AEs rather than relying on a one-size-fits-all approach.
  
• Strong understanding of pipeline and forecast management, with the ability to diagnose the drivers behind results.
  
• Confident working with Salesforce and sales engagement, forecasting, and data tools; experience improving adoption and CRM hygiene is important.
  
• Ability to translate business objectives into practical workflows, standards, and day-to-day priorities for a frontline team.
  
• Strong stakeholder management skills and the credibility to work effectively with SDRs, Marketing, Customer Success, Revenue Operations and Enablement.
  
• Comfort leading across multiple European markets and adapting execution to regional differences without losing operational consistency.
  
• Excellent written and verbal English; additional European language capability is advantageous.
  
• A hands-on, low-ego and resilient leadership style, with high standards, sound judgement, and a genuine interest in developing people.