Account Executive

We're FBK, an AI-powered tender management platform built for Life Sciences & Healthcare enterprises. We help companies find, manage, and win public tenders by automating the tender lifecycle — and for that, we need you to join us as an Account Executive.

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What's in it for you

• The opportunity to sell an AI-powered product that's used and valued by global companies
• Direct ownership of enterprise opportunities and revenue results
• Close collaboration with customers, leadership, and cross-functional teams
• The opportunity to help shape our sales strategy and playbook
• A clear path to take on greater commercial responsibility

The team

You'll work closely with Business Analysis, Product, Pre-Sales, Customer Success, Marketing, and leadership.

You'll own the commercial relationship while coordinating the right internal stakeholders to move each opportunity forward.

The work you'll do

• Own the full sales cycle, from pipeline generation and qualification to negotiation and contract signature
• Work with Life Sciences & Healthcare organisations to understand their tender-management processes, demonstrate the value of FBK, and guide stakeholders through complex buying decisions
• Own an individual revenue target and be accountable for achieving your sales quota
• Build a healthy pipeline through account research, outbound activity, networking, and strategic account development, while managing opportunities generated by Marketing, founders, Pre-Sales, partners, referrals, and industry events
• Qualify opportunities and lead discovery meetings to understand customer processes, priorities, budgets, timelines, and decision criteria
• Build trusted relationships with business leaders, operational stakeholders, procurement teams, and executive decision-makers
• Deliver tailored product demonstrations, value propositions, business cases, and commercial proposals
• Manage consultative sales cycles, coordinating internal experts across functional, technical, security, legal, and procurement requirements
• Identify risks and blockers early, maintain deal momentum, and lead commercial negotiations through contract signature
• Maintain accurate CRM data, opportunity plans, next steps, expected close dates, and forecasts
• Ensure a structured handover to the teams responsible for implementation and Customer Success
• Share customer feedback and win-loss insights to improve our positioning, product, and sales playbook

The skills you bring

• 2+ years of experience in B2B software or technology sales, with direct ownership of the full sales cycle
• A demonstrated track record of achieving or exceeding individual revenue targets
• Experience managing both self-generated and company-generated opportunities
• Experience closing consultative deals involving multiple business, technical, and executive stakeholders
• Strong discovery, presentation, negotiation, and closing skills
• The ability to understand complex customer processes and translate them into measurable business value
• A structured approach to account prioritisation, pipeline management, CRM discipline, and forecasting
• Confidence navigating procurement, legal, security, and commercial approval processes
• Strong ownership, adaptability, and the ability to collaborate effectively while maintaining clear ownership of the deal
• Professional fluency in English and Italian
• Experience selling enterprise software to Life Sciences or Healthcare organisations
• Experience with public tenders, procurement processes, or tender-management solutions
• Experience selling AI-powered, workflow automation, or business process software
• Experience developing new markets, customer segments, or commercial processes
• An established network within Life Sciences, Healthcare, or tender-management functions

What FBK can offer you

• The opportunity to work in a unique and fast-growing field: Tender Management
• A team with diverse backgrounds to learn from and work with
• Investment in your personal growth through career paths, L&D courses, mentorship, and more
• A unique combination of innovative atmosphere paired with great professionalism and self-responsible work
• Competitive compensation aligned with experience
• We measure results, not effort. We teach, not supervise. xysqume We solve, not execute.

How we hire

• Intro call with a member of the recruitment team to explore fit and alignment
• In-person meeting with the team if Milan-based, virtual otherwise
• Quick call with a member of the Leadership Team