Sales Manager

As Sales Manager 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 entire Italian market , 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 win-win-win for advertisers, publishers and the wider partner ecosystem.
MAJOR ACCOUNTABILITIES & RESPONSIBILITIES Generate your own pipeline across the Italian market through proactive, targeted outbound prospecting — you are not reliant on inbound leads to hit target.
Design and execute account-based outbound strategies targeting priority Italian brands, in coordination with SDRs and marketing.
Own the full sales cycle end-to-end — outbound outreach, discovery, pitch, negotiation and close.
Run tailored, consultative discovery — mapping client pain points to the right Awin products and selling solutions, not features.
Build value-led narratives and lead client presentations, demos and proposals with credibility.
Negotiate and close complex deals within Awin's pricing framework, maximising contract value through favourable commercial terms.
Forecast accurately — maintain a clean Salesforce pipeline, forecast quarterly signings with precision, and defend your numbers under scrutiny.
Realise GP via effective implementation, working closely with Client Services, Product, Legal and Finance to launch programs that deliver value.
Stay close to the Italian e-commerce and affiliate landscape, competitor positioning and regulatory context, feeding insights back into the wider EMEA org.
Take initiative and ownership — use your own judgement, escalate with proposed solutions rather than open questions, and drive progress without needing to be pushed.
Meet and exceed KPIs across new business signings, outbound activity and pipeline health.
JOB REQUIREMENTS Professional experience 3+ years in B2B sales, ideally in SaaS, MarTech, AdTech, affiliate marketing or e-commerce, with a track record of hitting quota.
Bachelor's degree in Business, Marketing, Economics, Communications or a related field preferred.
Demonstrable success in outbound sales — a proven hunter who has consistently built and closed pipeline from self-sourced opportunities.
Experience closing multi-stakeholder deals across the Italian market.
Experience selling to Italian e-commerce advertisers and navigating local buying processes.
Sales skills Hunter mindset 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.
Client-need obsession & consultative selling — maps client pain points to Awin products; leads with discovery, active listening and value framing.
Growth mindset & openness to change — embraces change, learns quickly and stays resilient in the face of setbacks and rejection.
Coachability & openness to feedback — actively seeks feedback and acts on it to improve.
Intrinsic motivation & accountability — takes full ownership of pipeline, targets and personal development, and owns outcomes.
Solutions-oriented — brings answers, not problems; escalates with proposed solutions and leverages resources to unblock deals.
Forecasting accuracy & data fluency — manages pipeline confidently in CRM and forecasts quarterly signings accurately.
Storytelling, negotiation & closing under complexity — builds compelling narratives, handles objections and closes on favourable terms.
Win-Win-Win mentality & collaborative approach — balances Awin, client and partner interests and works seamlessly cross-functionally.
Market, product & legal fluency. Credible on the affiliate and e-commerce landscape, Awin's platform and competitors; understands contract T&Cs and where to push back.
Technical skills Confident with LinkedIn Sales Navigator , Salesloft, Gong and equivalent outbound prospecting tools.
Solid MS Office / Google Workspace skills, particularly Excel/Sheets and PowerPoint/Slides.
Working understanding of affiliate/partnership tracking technology and adjacent MarTech is a plus
Formal sales methodology training (e.g. MEDDIC, SPIN, Challenger, Sandler) is a plus.
Salesforce and/or Salesloft certifications are a plus.
Italian : native or full professional proficienc