Commercial AE Team Lead: Hands-On Coaching & Growth

Soldo Italy; Lombardia; Hybrid; EUR 70,000 - 100,000; Full time

Benefits offered by this job

Private healthcare

Career development budget

Mentoring program

Flexible working options

Extra leave days

Company card

Employee Assistance Program

CAF Fiscal & Financial Support

Job summary

Soldo is seeking a talented Commercial AE Team Lead to drive the Italian market, coaching a high-performing team to convert qualified pipeline into revenue. You will establish standards for discovery, demo delivery, negotiation, and deal progression, guiding AEs to a consistent, high-quality sales process.

You will manage 1:1 coaching, live deal reviews, and performance conversations while collaborating with SDRs, Marketing, Customer Success, and Revenue Operations to refine pipeline handoffs

Qualifications

• 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.
• 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.
• Hands-on people manager with experience 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.
• 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.
• Ability to translate business objectives into practical workflows, standards, and day-to-day priorities for a frontline team.
• Strong stakeholder management skills and credibility to work with SDRs, Marketing, Customer Success, Revenue Ops 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 genuine interest in developing people.

Responsibilities

• 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.
• 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 strategy.

Skills

SDR Team Lead

B2B SaaS

Forecast management

Coaching

People management

Sales pipeline

English proficiency

Tools

Salesforce

CRM tools

Job description

Soldo is seeking a talented Commercial AE Team Lead to drive the Italian market, coaching a high-performing team to convert qualified pipeline into revenue. You will establish standards for discovery, demo delivery, negotiation, and deal progression, guiding AEs to a consistent, high-quality sales process.

You will manage 1:1 coaching, live deal reviews, and performance conversations while collaborating with SDRs, Marketing, Customer Success, and Revenue Operations to refine pipeline handoffs