The Role
As Account Executive for Italy, you will own the full sales cycle for new business across the Italian market, from prospecting and qualification through to negotiation and contract signature, and act as account manager for our existing Italian customers, owning renewals, upsell and expansion in the country. You will engage senior stakeholders in facilities, operations, procurement, finance and IT at multi-site organisations, and help them build a compelling business case for transforming how they manage facilities maintenance.
You will work closely with our Solutions Consultants, Business Development Representatives, Professional Services and Client Success colleagues, and you will be the voice of the Italian customer inside ServiceChannel, feeding market insight back to Product and Marketing.
Why You'll Love This Role
This is a role for someone who wants to be the CEO of their own territory. You will join a small, entrepreneurial team where you can roll up your sleeves, get creative in how you open doors and win deals, and see the direct impact of your work on our growth in Italy. You will enjoy close collaboration with colleagues across Europe who share ideas, celebrate wins together and are building this market side by side. If you love the energy of growing something new, you will feel right at home.
Key Responsibilities
Build and manage a healthy pipeline of new business opportunities with mid-market and enterprise multi-site organisations in Italy.
Meet and exceed individual sales targets.
Run complex, consultative sales cycles with multiple stakeholders, from first meeting through to signed contract.
Uncover customer pain points, quantify the business value of the ServiceChannel platform and present tailored proposals and ROI cases.
Lead discovery sessions and coordinate product demonstrations with Solutions Consulting.
Develop account plans and engage executive sponsors such as Heads of Facilities, COOs, CFOs and Procurement Directors.
Negotiate commercial terms and navigate procurement, legal and security reviews.
Maintain accurate opportunity, forecast and activity data in Salesforce, following our funnel management standards.
Partner with Marketing and BDRs on targeted campaigns, events and account-based programmes in Italy.
Hand over new customers smoothly to Implementation to set them up for long-term success.
Act as account manager for existing ServiceChannel customers in Italy, owning the relationship, customer health and executive engagement.
Drive renewals, upsell and cross-sell across the Italian customer base, identifying expansion into new sites, brands and product modules.
Run regular business reviews with key customers, partnering with Client Success and Professional Services to deliver measurable outcomes and resolve escalations.
Represent ServiceChannel at industry events, trade associations and customer meetings across Italy.
What You Bring
At least 5 years of new business software sales experience selling to multi-site organisations in retail, food service, grocery, hospitality or similar sectors, with a consistent record of meeting or exceeding targets. Experience selling SaaS into facilities/asset management, procurement or field service is a nice to have.
Proven ability to manage long, complex sales cycles with multiple decision-makers at senior level.
Experience managing and growing existing customer accounts, including renewals, upsell and expansion, alongside winning new business.
A structured, value-based sales approach; familiarity with methodologies such as MEDDICC, Challenger, or Value Selling is a plus.
A strong network and proven ability to build relationships with enterprise clients in retail, grocery, restaurant, fitness and convenience in Italy.
Native-level Italian and professional fluency in English, written and spoken. German or French is a nice to have.
Ability to forecast accurately and manage opportunities rigorously in Salesforce or a similar CRM.
A self-starter mindset: independent, ambitious and eager to deliver results quickly as part of a collaborative team.
Willingness to travel 60% within Italy and across Europe.
What We Offer
Competitive base salary with an uncapped commission plan.
A territory that combines new business opportunity with an established customer base, and real influence over how ServiceChannel grows in Italy.
Support from an experienced EMEA team, including Solutions Consulting, BDRs and Marketing
Structured onboarding, product training and ongoing sales enablement.
Remote working with flexibility, and the backing of an established global organisation.
Career development opportunities within a growing European business.
The below salary ranges apply only to candidates who are located in Italy and employed under Italian local terms and conditions.
OTE - Total projected compensation at full target achievement (base salary + variable pay) is € 76100 - 126800
Base pay offered may vary depending on various factors, including, but not limited to, job-related knowledge, skills, experience, and other eligibility factors.
The Total Rewards package includes competitive base pay and an opportunity to enroll in a variety of benefit programs, generally including health insurance, flexible spending accounts, health savings accounts, retirement savings plans, life and disability insurance programs, and several programs that provide for both paid and unpaid time away from work.
