Sales Manager - Italy (f/m/d)

<p><strong>JOB PURPOSE</strong></p> <p>As <strong>Sales Manager</strong> for Italy, you are a true hunter — commercially sharp, self-driven, and confident generating your own pipeline from scratch. You own the full sales cycle across the <strong>entire Italian market</strong>, from outbound prospecting through discovery, pitch, negotiation and close, delivering multi-stakeholder deals on favourable commercial terms. You thrive in outbound motions, are unafraid to pick up the phone or open a cold conversation, and consistently deliver against target while contributing to Awin's <em>win-win-win</em> for advertisers, publishers and the wider partner ecosystem.</p> <p><strong>MAJOR ACCOUNTABILITIES & RESPONSIBILITIES</strong></p> <ul> <li><strong>Generate your own pipeline</strong> across the Italian market through proactive, targeted outbound prospecting — you are not reliant on inbound leads to hit target.</li> <li>Design and execute <strong>account-based outbound strategies</strong> targeting priority Italian brands, in coordination with SDRs and marketing.</li> <li>Own the full sales cycle end-to-end — outbound outreach, discovery, pitch, negotiation and close.</li> <li>Run tailored, consultative discovery — mapping client pain points to the right Awin products and selling solutions, not features.</li> <li>Build value-led narratives and lead client presentations, demos and proposals with credibility.</li> <li>Negotiate and close complex deals within Awin's pricing framework, maximising <strong>contract value</strong> through favourable commercial terms.</li> <li>Forecast accurately — maintain a clean Salesforce pipeline, forecast quarterly signings with precision, and defend your numbers under scrutiny.</li> <li>Realise GP via effective implementation, working closely with Client Services, Product, Legal and Finance to launch programs that deliver value.</li> <li>Stay close to the Italian e-commerce and affiliate landscape, competitor positioning and regulatory context, feeding insights back into the wider EMEA org.</li> <li>Take initiative and ownership — use your own judgement, escalate with proposed solutions rather than open questions, and drive progress without needing to be pushed.</li> <li>Meet and exceed KPIs across new business signings, outbound activity and pipeline health.</li> </ul> <p><strong>JOB REQUIREMENTS</strong></p> <p><strong>Professional experience</strong></p> <ul> <li>3+ years in B2B sales, ideally in SaaS, MarTech, AdTech, affiliate marketing or e-commerce, with a track record of hitting quota.</li> <li>Bachelor's degree in Business, Marketing, Economics, Communications or a related field preferred.</li> <li>Demonstrable success in outbound sales — a proven hunter who has consistently built and closed pipeline from self-sourced opportunities.</li> <li>Experience closing multi-stakeholder deals across the Italian market.</li> <li>Experience selling to Italian e-commerce advertisers and navigating local buying processes.</li> </ul> <p><strong>Sales skills</strong></p> <ul> <li><strong>Hunter mindset</strong> with commercial instinct who proactively seeks out and creates outbound opportunities, spots commercial openings quickly, and closes them; comfortable generating pipeline from a cold start.</li> <li>Client-need obsession & <strong>consultative selling</strong> — maps client pain points to Awin products; leads with discovery, active listening and value framing.</li> <li><strong>Growth mindset</strong> & ope