Account Executive

FBK s.r.l.; Milano; In loco; EUR 60.000 - 110.000; Tempo pieno

Descrizione del lavoro

FBK s.r.l. is seeking an Account Executive to lead the full sales cycle for our AI-powered tender management platform serving Life Sciences and Healthcare customers.

You will own opportunities from pipeline through negotiation and contract signature, build relationships with senior stakeholders, and collaborate with Product, Pre-Sales, and Customer Success to win strategic deals. The role includes revenue responsibility and shaping our sales playbook.

Competenze

• 2+ years of experience in B2B software or technology sales with full cycle ownership.
• Track record of achieving/exceeding individual revenue targets.
• Experience closing consultative deals with multiple stakeholders.
• Fluent in English and Italian.
• Experience selling enterprise software to Life Sciences or Healthcare.
• Experience with public tenders or tender-management solutions.
• Experience with AI-powered/workflow automation or business process software.
• Established network in Life Sciences, Healthcare, or tender-management functions.

Mansioni

• Own the full sales cycle from pipeline to contract signature.
• Engage Life Sciences & Healthcare organisations to understand tender processes and demonstrate FBK value.
• Hit personal revenue targets and manage your revenue stream.
• Build a healthy pipeline via research, outbound activity, networking, and strategic account development.
• Qualify opportunities and lead discovery meetings with stakeholders.
• Build relationships with business leaders and procurement teams.
• Deliver tailored demonstrations, value propositions, and commercial proposals.
• Coordinate internal experts across functional, technical, security, legal, and procurement.
• Identify risks, maintain deal momentum, and lead negotiations to signature.
• Maintain CRM data, opportunity plans, and forecasted close dates.

Conoscenze

B2B software sales

Full sales cycle ownership

Exceed revenue targets

Consultative selling

Discovery & negotiation

English & Italian fluency

Life Sciences/Healthcare domain

Tender-management / public tenders

Enterprise software sales

Strumenti

CRM systems

Presentation tools

Descrizione del lavoro

We're FBK, an AI-powered tender management platform built for Life Sciences & Healthcare enterprises. We help companies find, manage, and win public tenders by automating the tender lifecycle — and for that, we need you to join us as an Account Executive.

What's in it for you

• The opportunity to sell an AI-powered product that's used and valued by global companies
• Direct ownership of enterprise opportunities and revenue results
• Close collaboration with customers, leadership, and cross-functional teams
• The opportunity to help shape our sales strategy and playbook
• A clear path to take on greater commercial responsibility

The team

You'll work closely with Business Analysis, Product, Pre-Sales, Customer Success, Marketing, and leadership.

You'll own the commercial relationship while coordinating the right internal stakeholders to move each opportunity forward.

The work you'll do

• Own the full sales cycle, from pipeline generation and qualification to negotiation and contract signature
• Work with Life Sciences & Healthcare organisations to understand their tender-management processes, demonstrate the value of FBK, and guide stakeholders through complex buying decisions
• Own an individual revenue target and be accountable for achieving your sales quota
• Build a healthy pipeline through account research, outbound activity, networking, and strategic account development, while managing opportunities generated by Marketing, founders, Pre-Sales, partners, referrals, and industry events
• Qualify opportunities and lead discovery meetings to understand customer processes, priorities, budgets, timelines, and decision criteria
• Build trusted relationships with business leaders, operational stakeholders, procurement teams, and executive decision-makers
• Deliver tailored product demonstrations, value propositions, business cases, and commercial proposals
• Manage consultative sales cycles, coordinating internal experts across functional, technical, security, legal, and procurement requirements
• Identify risks and blockers early, maintain deal momentum, and lead commercial negotiations through contract signature
• Maintain accurate CRM data, opportunity plans, next steps, expected close dates, and forecasts
• Ensure a structured handover to the teams responsible for implementation and Customer Success
• Share customer feedback and win-loss insights to improve our positioning, product, and sales playbook

The skills you bring

• 2+ years of experience in B2B software or technology sales, with direct ownership of the full sales cycle
• A demonstrated track record of achieving or exceeding individual revenue targets
• Experience managing both self-generated and company-generated opportunities
• Experience closing consultative deals involving multiple business, technical, and executive stakeholders
• Strong discovery, presentation, negotiation, and closing skills
• The ability to understand complex customer processes and translate them into measurable business value
• A structured approach to account prioritisation, pipeline management, CRM discipline, and forecasting
• Confidence navigating procurement, legal, security, and commercial approval processes
• Strong ownership, adaptability, and the ability to collaborate effectively while maintaining clear ownership of the deal
• Professional fluency in English and Italian
• Experience selling enterprise software to Life Sciences or Healthcare organisations
• Experience with public tenders, procurement processes, or tender-management solutions
• Experience selling AI-powered, workflow automation, or business process software
• Experience developing new markets, customer segments, or commercial processes
• An established network within Life Sciences, Healthcare, or tender-management functions

What FBK can offer you

• The opportunity to work in a unique and fast-growing field: Tender Management
• A team with diverse backgrounds to learn from and work with
• Investment in your personal growth through career paths, L&D courses, mentorship, and more
• A unique combination of innovative atmosphere paired with great professionalism and self-responsible work
• Competitive compensation aligned with experience
• We measure results, not effort. We teach, not supervise. We solve, not execute.

How we hire

• Intro call with a member of the recruitment team to explore fit and alignment
• In-person meeting with the team if Milan-based, virtual otherwise
• Quick call with a member of the Leadership Team