Senior Sales Manager

The Senior Sales Manager delivers sales results against growth revenue targets through leadership and management of a team of Account Executives and/or Solution Sales Executives. Utilising their influence, the Senior Sales Manager performs a strategic leadership role by directing sellers to identify and execute on winning opportunities, proper and timely follow up and delivering an excellent experience to customers. As the forefront leader who interacts with customers, the Senior Sales Manager is always prominent and must exhibit a level of excellence by communicating with confidence to influence outcomes both internally and externally.

This is a new role focused on managing and developing our growing sales team based in Italy.

What You'll Do

• Develop personalised coach plans and provide regular coaching sessions with each team member to discuss performance and provide feedback on areas for improvement

• Mentor and encourage a growth mindset amongst the team

• Identify and recruit top-performing sales talent and manage performance and disciplinary challenges

• Assess and set account territory priorities for the team 

• Develop and maintain accurate sales forecasts and regularly review and adjust sales plans and forecasts

• Use data to monitor performance and identify trends or areas for improvement

• Develop sales strategies and tactics that align with company goals and customer needs

• Observe, assess and monitor seller outreach, deal pipeline and deal quality 

• Build strong relationships with internal peer teams and leadership to drive strong cross-organization success

• Build relationships with external customers, prospects and partners, to support the go-to-market strategy 

• Encourage cross-functional collaboration to ensure the sales team has the support and resources they need to succeed

• Foster a culture of teamwork and collaboration within the sales team to promote knowledge sharing and best practices

• Encourage feedback and open communication to ensure all team members feel heard and valued, and to address any issues or concerns

What You'll Need

Minimum Qualifications

• 8+ years experience in a related role - enterprise technology or similar complex solution sales

• 3+ years of progressive sales management experience - preferably in software or technology organisations

• Undergraduate Degree or equivalent combination of knowledge and related career experience 

• Fluent in English and Italian

Preferred Qualifications

• Understanding of the Software as a Service (SaaS) business model

• Proven sales track record of achieving (and exceeding) sales quota targets in the field selling complex technology or software solutions

• Ability to provide deal support and guidance to sellers on both large enterprise and mid-market accounts

• Ability to manage and coach a diverse team of sales professionals

• Exceptional communication skills and business acumen

• Executive presence with the ability to communicate at the most senior level

• Ability to identify and understand the power of influencers versus buyers and how to navigate the nuances of each during the sales cycle

• Ability to lead your team to manage multiple complex sales cycles simultaneously

• Ability to negotiate pricing with a focus on retaining value

Travel Requirements and Working Conditions

• Up to 30% travel for regular customer meetings and events

• Reliable internet access required for any period of time working remotely and not in a Workiva office

Workiva is an Equal Opportunity Employer. We believe that great minds think differently. We value diversity of backgrounds, beliefs, and interests, and we recognize diversity as an important source of intellectual thought, varied perspective, and innovation.  Employment decisions are made without regard to age, gender identity, race, religion, disability status, sexual orientation, or any other protected characteristic.  

Workiva is committed to working with and providing reasonable accommodations to applicants with disabilities. To request assistance with the application process, please email 

Workiva employees are required to undergo comprehensive security and privacy training tailored to their roles, ensuring adherence to company policies and regulatory standards.