Commercial Account Executive Lead

As Commercial AE Team Lead, you will guide and elevate Soldo's Italian Commercial Account Executive team to convert pipeline into revenue. You’ll establish standards for discovery, demos, negotiation, and deal progression while coaching AEs in live scenarios. Partner with cross-functional teams to refine pipeline hand-offs, deal execution, and forecasting. You will lead with hands-on coaching, maintain an energetic, inclusive culture, and directly influence quarterly revenue outcomes on a regional scale.

• Competitive salary
• Private healthcare for you and family
• Lunch vouchers
• Career development budget
• Mentoring and leadership programme
• Flexible working options including remote work

• Lead day-to-day management of the Commercial AE team with clear expectations and standards across discovery, negotiation and closing
• Create ramp plans, set quota goals, monitor progress, and provide support where needed
• Conduct regular 1:1s, feedback, and development conversations; manage performance and improvements
• Maintain a consistent operating cadence with pipeline reviews, deal coaching, and team development
• Foster an accountable, high-energy culture focused on continuous improvement
• Stay engaged with live deals to identify what's working and support discovery, negotiation or closing as needed
• Provide frequent coaching using call recordings, deal reviews, and discovery data
• Diagnose individual AE strengths and gaps; tailor coaching plans accordingly
• Coach for both quality and quantity, ensuring clear customer problems and validated business cases
• Support career development and growth opportunities for AEs
• Promote disciplined use of SPICED (or MEDDICC) in discovery, qualification, and deal reviews
• Own pipeline, forecast accuracy, and deal progression reporting; guide leadership with actionable insights
• Improve account prioritisation, deal strategy, pricing discipline, and resource allocation
• Maintain CRM discipline and ensure reliable, actionable reporting
• Be fully accountable for the Commercial AE team's quarterly revenue
• Collaborate with SDRs, Marketing, Customer Success, Revenue Operations and Enablement
• Represent team needs to Head of Sales for GTM alignment
• Coordinate with regional and cross-functional teams for smooth handoffs and consistent execution

• Meaningful experience as an SDR Team Lead in a B2B SaaS, fintech, or similar fast-paced environment with some AE mentoring experience
• Strong track record closing mid-market deals (10k-50k+ ACV) with discovery, demos, negotiation and closing
• History of improving team performance through structured coaching and live deal inspection
• Hands-on people management experience with frequent 1:1s and development planning
• Strong coaching skills; ability to tailor coaching to different AEs
• Solid understanding of pipeline and forecast management and drivers of results
• Confident in Salesforce and sales engagement and data tools; experience improving CRM adoption
• Ability to translate business objectives into practical workflows and day-to-day priorities
• Strong stakeholder management with SDRs, Marketing, Customer Success, Revenue Operations and Enablement
• Comfort leading across multiple European markets with regional execution while maintaining consistency
• Excellent written and verbal English; additional European language skills are advantageous
• Hands-on, low-ego, resilient leadership style with high standards and sound judgment

• coaching mindset
• stakeholder management
• data-driven decision making
• Salesforce
• sales engagement tools
• forecasting and data analytics