Sales Director Italy

Infomedia; Italia; On-site; EUR 120,000 - 180,000; Full time

Job summary

Infomedia Italy is seeking a high-energy Sales Director Italy (Strategic & Enterprise Accounts) to drive expansion into major enterprise customers and maximize ARR in the region.

You will orchestrate multi-stakeholder sales cycles, engage C-level executives, mentor regional AEs, and align with five-year growth objectives while maintaining Salesforce discipline and accurate forecasts.

Qualifications

• Minimum 5 years in B2B SaaS or technology enterprise sales.
• Experience selling to C-level executives.
• Proven ability to close large-ticket deals (High ACV).

Responsibilities

• Deliver ARR targets for strategic enterprise territory.
• Lead cross-functional deal teams to respond to RFPs and PoCs.
• Mentor regional AEs and manage Salesforce forecasts.

Skills

Enterprise sales

C-level engagement

Forecasting

Team leadership

Negotiation

Sales strategy

CRM tools

Tools

Salesforce

LinkedIn Sales Navigator

Cognism

Job description

We are seeking a high-energy sales representative who knows how to create opportunities.

Position Purpose:

The Sales Director Italy (Strategic & Enterprise Accounts) is a high-impact, revenue-generating role responsible for driving Infomedia’s expansion into major, high-value enterprise accounts and strategic market segments. This role focuses on hunting large-scale new business and maximising the Annual Recurring Revenue (ARR) of the region's most critical installed accounts.

The Sales Director Italy orchestrates complex, multi-stakeholder sales cycles, engages with C-level executives, and acts as a mentor for the territory Account Executives, driving alignment with the company’s five-year growth objectives.

Key Responsibilities:

Strategic Growth & Revenue Generation

• Deliver and exceed annual and quarterly ARR targets within the assigned strategic enterprise territory.
• Lead the commercial strategy for high-value contracts, complex deal structuring, pricing negotiations, and final contract execution at the regional level.
• Conduct proactive outbound strategic prospecting targeting OEMs, NSCs, Importers accounts within the automotive or adjacent ecosystems.
• Lead cross-functional deal teams (comprising Solution Engineers, Product Managers, and Executive Sponsors) to respond to major RFPs, complex technical evaluations, and Proof of Concepts (PoC).
• Partner strategically with Customer Success Managers (CSMs) to identify, qualify, and close high-value expansion and cross-sell signals within enterprise accounts.

Market Leadership & Collaboration

• Build, maintain, and leverage long-term relationships with C-Suite and senior leadership stakeholders across target organisations.
• Act as a mentor and point of reference for Account Executives (AEs) in the region, sharing best practices in sales methodology and pipeline management.
• Maintain absolute discipline in Salesforce management, providing accurate, data-driven weekly and monthly forecasts directly to Regional Sales Leadership.

Position Requirements:

Qualifications, Skills & Experience:

• Experience: Minimum of 5 years of proven success in a B2B SaaS or technology enterprise sales role, consistently exceeding high-volume quotas.
• Industry Knowledge: Deep understanding of the automotive industry, dealership networks, or aftersales ecosystems is highly desirable.
• Complex Sales Mastery: Documented experience navigating long, multi-stakeholder enterprise sales cycles (6–12 months) and closing large-ticket deals (High ACV).
• C-Level Engagement: Exceptional communication and negotiation skills, with the absolute confidence to pitch, influence, and close deals with C-level executives (CEO, CIO, CFO).
• Tools: Advanced mastery of Salesforce, LinkedIn Sales Navigator, Cognism, or similar revenue intelligence tools.
• Languages: Full professional proficiency in written and verbal English, plus fluent local market language skills.

Key Behaviours:

• Strategic Mindset: Moves beyond feature-selling to consultative business-outcome selling; understands macro automotive trends and maps Infomedia’s value proposition to client business transformation.
• Leadership by Example: Highly collaborative, resilient, and proactive; displays the professional maturity to guide internal stakeholders during high-pressure deal closing.
• High Commercial Acumen: Master negotiator who protects contract value and margins without relying on unnecessary discounting.

Other:

• Flexibility to work across time zones periodically to align with global teams in Australia and the US.
• Availability to travel frequently within the assigned market and the wider EMEA region for key client deployments and executive meetings.