Strategic Account Executive Italy - Telco, FSI & Government (Based in Milan)

EDB; Lombardia; On-site; EUR 70,000 - 110,000; Full time

Job summary

EDB in Milan seeks an experienced Strategic Enterprise Account Executive for the Italian region. You will own named accounts and drive strategic and tactical sales plans, selling enterprise database and data management solutions to tier 1 and 2 banking, financial services, IT, Telco, and other sectors.

The role requires 5+ years of enterprise software sales, executive-level influence, and strong communication. Fluency in English and Italian is essential, with up to 50% travel.

Qualifications

• 5+ years of enterprise software sales experience.
• Ability to influence at executive level, negotiate effectively.
• Strong communication and presenting skills.
• Ability to manage multiple opportunities and meet deadlines.
• Fluent in English and Italian.
• Willingness to travel up to 50%.

Responsibilities

• Meet and exceed sales quota through outbound/inbound leads and strategic selling.
• Generate and grow ARR license revenue in assigned accounts and territory.
• Utilise solution-selling and ROI driven methodologies to sell EDB’s solutions.
• Develop and maintain sales plans, metrics and strategy to deliver annual sales targets.
• Qualify and cultivate leads from our website, trade shows and other marketing efforts, etc.
• Build strong relationships resulting in growth opportunities.
• Establish and expand knowledge of our products, competitors and industry trends.
• Collaborate with Sales Engineers to present pre-sales demos and assessments.
• Formulating and executing strategic and tactical plans.
• Execute each sales activity in accordance with EDB’s sales process which includes opportunity identification and qualification, solution proof of concept or pilot, development of business case and ROI, pricing and license development, negotiation and contract signing process.
• Disciplined and accurate forecasting and reporting of opportunities and all sales activities within Salesforce & Clari.
• Ability to present full solution and conduct product demonstration to customers.
• Management of oversight of cross function commercial, technical and professional services resources to ensure client success.
• Work within a matrix team structure of Sales, Inside Sales, SEs, Marketing, Channel Development and Sales Operations to own, plan and execute a regional GTM strategy for the region.

Skills

Enterprise software sales

Executive communication

Negotiation

Account management

Forecasting

CRM tools

Tools

Salesforce

Job description

A Little About Us

EDB provides a data and AI platform that enables organizations to harness the full power of Postgres for transactional, analytical, and AI workloads across any cloud, anywhere. EDB empowers enterprises to control risk, manage costs and scale efficiently for a data and AI led world. Serving more than 1,500 customers globally and as the leading contributor to the vibrant and fast-growing PostgreSQL community, EDB supports major government organizations, financial services, media and information technology companies. EDB’s data-driven solutions enable customers to modernize legacy systems and break data silos while leveraging enterprise-grade open source technologies. EDB delivers the confidence of up to 99.999% high availability with mission critical capabilities built in such as security, compliance controls, and observability. For more information, visit www.enterprisedb.com

Role: Strategic Enterprise Account Executive - Italy

Based: Milan Region, Italy

The world loves Postgres. If you work with developers or data scientists or anyone wrangling data, you’ll probably see a sticker with the tusks and trunk of the Postgres elephant on the lid of a nearby laptop. EDB has a lot to do with that.

We’ve been major contributors to Postgres since the beginning, and we are proud to call thousands of boundary pushing customers our partners. Proud though we are, we are not resting on our laurels. There’s plenty of work to do. The good news is that everything we do will impact Postgres, which is to say that it will impact the world. No pressure.

The Role

Due to continued expansion, growing demand and a significant addressable market, we are seeking to hire an Italy based experienced Strategic Account Executive for Italian region. Reporting directly to the Regional Sales Director MED You will be the primary customer relationship owner, responsible for developing and executing on both strategic and tactical sales plans. As a vital member of the EMEA Sales Team, this person is responsible for selling to named accounts and prospecting new accounts among top tier banking, financial services, consumer, and retail markets to identify revenue opportunities. In addition, responsibilities include aligning the appropriate company resources to enable success of each account. Strong experience successfully selling into the tier 1 and 2 banking & financial services, Information Technology, Telco, Comms & Media, Manufacturing or Government is expected. A successful track-record in enterprise database or data management solutions is an advantage, but the candidate must have a proven track record of selling strategic & complex enterprise software solutions into our relevant markets.

Responsibilities

• Meet and exceed sales quota through outbound/inbound leads strategically selling the value of EDB’s products to key decision makers
• Generate and grow new ARR license revenue in assigned accounts and territory.
• Utilise solution-selling and value-added, ROI driven methodologies to sell EDB’s solutions.
• Develop and maintain sales plans, metrics and strategy to deliver annual sales targets.
• Qualify and cultivate leads generated from our website, trade shows and other marketing efforts, etc.
• Build strong relationships resulting in growth opportunities
• Establish and expand knowledge of our products, competitors and industry trends
• Collaborate with Sales Engineers to present pre-sales demos and assessments
• Formulating and executing strategic and tactical plans.
• Execute each sales activity in accordance with EDB’s sales process which includes opportunity identification and qualification, solution proof of concept or pilot, development of business case and ROI, pricing and license development, negotiation and contract signing process.
• Disciplined and accurate forecasting and reporting of opportunities and all sales activities within Salesforce & Clari
• Ability to present full solution and conduct product demonstration to customers.
• Management of oversight of cross function commercial, technical and professional services resources to ensure client success.
• Work within a matrix team structure of Sales, Inside Sales, SEs, Marketing, Channel Development and Sales Operations to own, plan and execute a regional GTM strategy for the region.

Candidate Profile & Qualifications

• 5+ years of enterprise software sales experience
• Track record of successful selling, business development, executive level influence, negotiation and exceptional communication & presence.
• Ability to manage multiple opportunities to meet deadlines, setting direction for and ensuring the success of all sales and customer interactions.
• Strong acumen in technology and ability to articulate solution value proposition.
• Self motivated, driven for success and delivers results through direct and channel partners
• Exceptional communication and personal skills.
• Excellent planning, preparation and presentation skills for executive meetings.
• Ability to work independently and also within a team environment (with Marketing, Product Management, Finance & Customer Success)
• Ability to orchestrate supporting resourcing both internally & externally.
• Fearless, thoughtful, clear and transparent, curious and inquisitive, open-minded, and persistent.
• Passionate & Determined: does not take no for an answer - doesn't accept things as they are - asks not why but why not. But importantly doing this with passion, enthusiasm & integrity.
• Demonstrated proficiency with productivity tools (Word, Excel, Powerpoint, Salesforce.com, Google docs etc)
• Travel required up to 50%
• Fluent in English and in Italian

• EDB is committed to supporting our employees' overall well being by offering a range of benefits and resources to promote a healthy work-life balance and wellness.
• We provide access to CuraLinc to aid employees in health and wellness tips and practices, as well as Wellness Fridays extending to December 2026!

Check out our career site for more information on perks and benefits and reach out to our Talent Acquisition team for region specific benefits.

We know it takes a unique mix of people and skills to help us in our mission to supercharge Postgres, and we understand that not everyone will check every box.

EDB is proud to be an equal opportunity workplace.

We celebrate diversity and are committed to creating an inclusive environment for all employees.

EDB was built on a commitment to trust and respect each other and to embrace an array of people and ideas.

These values remain at the center of our culture and are key to our company’s integrity.

EDB does not seek or accept unsolicited resumes or CVs from recruitment agencies. EDB and its affiliates are not responsible for, and will not pay, any fees, commissions, or any other similar payment related to unsolicited resumes or CVs except as required in a written signed agreement between EDB and the recruitment agency or party requesting payment of a fee.