Enterprise Account Executive- Italy

Upwind Security; Bussolengo; Remote; EUR 90,000 - 130,000; Full time

Job summary

Upwind is seeking an experienced Enterprise Account Executive to build meaningful relationships with customers in Italy, focusing on value and strategic deal closure. This field sales role spans Italy, collaborating with executives and tech stakeholders.

You will lead end-to-end sales cycles, craft compelling ROI business cases, and partner with channel teams to expand market presence in the cloud security space.

Qualifications

• Proven enterprise deals closing in competitive markets.
• Able to sell to C-level and technical stakeholders in Cloud/Security/DevOps.
• Track record of quota achievement with solid W2 history.
• Familiar with MEDDPICC and disciplined sales process.
• Based in Italy; fluent in English and Italian.

Responsibilities

• Develop and execute a sales strategy to generate new pipeline and close enterprise logos.
• Position the solution to executives and technical stakeholders based on their objectives.
• Collaborate with technical teams to accelerate value realization.
• Lead end-to-end sales cycles from qualification to ROI justification.
• Partner with channel partners to expand market reach and negotiate contracts.

Skills

Enterprise sales

C-level selling

Pipeline development

Quota attainment

W2 history

English & Italian

Tools

Salesforce (SFDC)

Job description

Description

Upwind is a next-generation Cloud Security Platform that leverages runtime context to identify and prioritize critical risks, providing precise insights and efficient cloud security management. Unlike traditional tools, Upwind uses runtime data proactively for risk prioritization and posture insights, ensuring teams focus on what truly matters. With industry-leading efficiency and eBPF-powered sensors, Upwind delivers comprehensive capabilities, including agentless cloud posture discovery, real-time threat protection, and integrated API security. From misconfigurations to malware defense, Upwind ensures end-to-end, cost-effective cloud infrastructure protection. At Upwind, you’ll have the opportunity to think creatively, explore new ideas, and use your skills to make a meaningful impact on our growth.

About the role

We are looking for an experienced Enterprise Account Executive to join our team of expert sellers that is deeply committed to building meaningful relationships with customers, focusing on their value and thinking strategically about bringing deals to close. This is a field sales role open to qualified candidates across Italy.

Responsibilities

• Develop and execute a comprehensive sales strategy to identify and generate new business pipeline, exceed revenue targets, and win new Enterprise logos
• Demonstrate a thorough understanding of customer needs, challenges, and business objectives to effectively position Upwind’s solution with C-level executives and technical stakeholders
• Partner closely with technical teams to ensure seamless integration and implementation to accelerate the time-to-value realization for clients
• Lead and execute end-to-end sales cycles with excellence in all phases: from pipeline generation and opportunity qualification to the creation and delivery of a quantifiable business case / ROI justification
• Collaborate and build trusted relationships with Upwind channel partners and ecosystem to expand and optimize market reach
• Lead contract negotiations to completion and successful closure

Requirements

• Proven track record of driving and closing enterprise deals in competitive markets
• Ability to effectively sell to both C-level executives and technical stakeholders in Cloud / Security / DevOps
• Consistent achievement of quota and revenue targets with strong W2 history
• Familiarity and experience utilizing proven qualification methodologies (e.g. MEDDPICC) and a disciplined sales process
• Maintain accurate forecasting and reporting of the business to leadership and embrace a data-driven approach to SFDC hygiene
• Excellent communication and presentation skills.
• Self-motivated, results-driven, collaborative, and adaptable to keep up in a very fast-paced, rapidly changing, startup environment
• Strong understanding of cloud security concepts, technologies, and trends preferre
• Based in Italy and fluent English & Italian