Sales Manager

Sales Manager - Italy (f/m/d)

Dato l'elevato interesse per questa posizione, la preghiamo di candidarsi tempestivamente se il suo profilo è in linea con il ruolo.

Location: Milano, Milan, Italy

Department: B2B Sales & Client Services

JOB PURPOSE

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

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• 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, elevate 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

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• 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

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• 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

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• Confident with LinkedIn Sales Navigator, Salesloft, Gong and equivalent outbound prospecting tools.
  
• Solid MS Office /