Country Manager - Business Account

Contesto Il team Sales di Vizzia è strutturato per vincere deal strategici, costruire un playbook scalabile ed espandersi a livello internazionale. L'Italia sarà il nostro secondo mercato al di fuori della Francia, e siamo alla ricerca di un Business Development Manager (Account Executive) per entrambi i nostri prodotti - Waste & Safety - con l'obiettivo di gettare le basi della nostra espansione locale: identificare le prime opportunità, chiudere i primi contratti e costruire le partnership iniziali con le autorità locali italiane. Il team Sales italiano è in fase di costruzione. È prevista una fase di ramp-up presso il nostro HQ a Parigi nelle prime 2 settimane. 🎯 Missione La tua missione: guidare la fase zero-to-one per il mercato italiano insieme al nostro team New Market, avviare l'outreach commerciale e costruire le fondamenta per scalare. Per farlo, ti occuperai di: * Scoperta strategica & prospecting: Costruire e convertire una pipeline B2G attraverso cicli di vendita SaaS complessi e strategici. * Chiusura & vendite complesse: Chiudere 8+ contratti per raggiungere €250k ARR. Gestire cicli di vendita di 9 mesi con più stakeholder. * Strutturazione: Adattare il playbook commerciale di Vizzia al mercato italiano - messaggi, metodi di vendita, sequenze di prospecting e apprendimenti dal campo - per costruire le fondamenta di un team scalabile. 💡 Risultati attesi Milestone per milestone: * Entro 1 mese: Padronanza del prodotto e del playbook esistente * Entro 3 mesi: 40+ meeting completati, pitch definito, pipeline solida, prime chiusure * Entro 6 mesi: Diversi contratti firmati * Entro 1 anno: €250k ARR firmati, 8+ deal chiusi * Entro 2 anni: €400k ARR firmati Il modello commerciale di Vizzia: * Ciclo di vendita: 6-9 mesi * Deal size medio: €30k ARR * Tasso di chiusura: 20% (da R1 a deal vinto) * Vendita full-cycle in avvio, con un team BDR una volta validata la trazione in Italia * Target: autorità locali e comuni ✅ Requisiti * Comprovata esperienza in vendite complesse in ambienti in forte crescita (cicli di vendita 6+ mesi, deal size medio >€30k, target annui >€250k) * 4-7+ anni di esperienza rilevante * Piena padronanza operativa dell'italiano e dell'inglese * Familiarità con le metodologie di vendita SaaS, account strategici e named accounts, incluso il pre-sales * Esperienza come primo commerciale o country opener in un mercato italofono è un plus * Esperienza nella vendita a enti pubblici è un plus * Basato a Milano, disponibile a meeting in presenza in tutta Italia ➡️ Criteri di valutazione * Imprenditorialità & dinamismo: Sa gestire situazioni commerciali diverse e costruire da zero * Capacità relazionali: Costruisce relazioni, si adatta a qualsiasi interlocutore * Autonomia & organizzazione: Gestisce la pipeline con efficienza e anticipa i target futuri * Orientamento alla performance: Prospera sotto pressione, ambizione di crescere attraverso l'eccellenza * Velocità di apprendimento: Cerca di migliorare e alzare continuamente il livello, per sé e per il team * Ambizione: I primi assunti internazionali saranno idealmente posizionati per ruoli manageriali o posizioni AE strategiche in base ai risultati Retribuzione €55.000 – €75.000 OTE (60% fix), bonus illimitato ⚙️ Processo di selezione * Screening call con il Talent Acquisition 30' * Call con l'Hiring Manager (GTM Manager) 45' * Debrief del business case con 2 membri del team 1h * Visita al nostro HQ a Parigi per incontrare il team e colloqui finali con il VP Sales & CMO * Reference check & offerta Puntiamo a un processo di 20 giorni. Non vediamo l'ora di darti il benvenuto nel team.             If you've read this far, you're probably very interested in the role and/or Vizzia. We'd like to hear from you even if you feel ou don't check every box.

HEAD OF SDR, EUROPE EU GTM | Milan, Italy Salary Range: €88,160 to €117,547 base salary + commissions ABOUT THE TEAM SumUp's field sales engine is growing fast across Europe, and the SDR function is at the heart of that growth. Our Sales Development Representatives generate qualified pipelines for high-performing field reps across the UK, France, Germany, and Italy — and we're now building the leadership infrastructure to take this to the next level. This is a rare opportunity to build and lead a European SDR organisation from the ground up: setting the strategy, writing the playbook, and scaling a team that will directly shape how SumUp wins new business at scale. You'll report into senior European Sales leadership and work closely with the Outbound Growth Lead and RevOps to build something that's already proving its value — and needs the right leader to realise its full potential. WHAT YOU'LL DO * Build and lead the SDR function, scaling to 80+ team members based in Barcelona and Milan who operate with a European scope — supporting the UK, Italy, Germany, France, and new markets expansion * Define and implement a standard operating playbook — covering commission plans, tooling, daily rituals, and performance rituals — so teams can perform consistently and at a high level * Own day-to-day performance of the SDR function, tracking qualified appointments set and deals closed, and delivering regular updates to senior stakeholders * Partner with RevOps, Outbound Growth Lead, and country Sales Heads to remove hiring bottlenecks, improve data and lead quality, and integrate AI-driven tools to improve SDR productivity * Develop SDR talent into future sales roles, building a pipeline of outbound reps and account executives from within the team YOU'LL BE GREAT FOR THIS ROLE IF… * Proven experience leading an SDR or outbound sales function at scale, with direct people management of large teams across multiple markets * A track record of building sales teams or SDR functions from scratch, including establishing processes, playbooks, and performance frameworks * Strong analytical and strategic thinking skills, with the ability to translate data into clear decisions and communicate them with confidence * Comfort operating in a fast-moving, evolving environment where structures are still being built and priorities can shift * Ability to communicate with clarity and conviction across all levels — whether coaching a team, aligning with peers, or presenting to senior leadership WHY YOU SHOULD JOIN SUMUP 🌎 Opportunity to work with a truly global, multicultural team from our inspiring Milan location. This involves an office-first setup 🌈 Commitment to Diversity and Inclusion: be part of a workplace that values and promotes diversity, fostering an inclusive environment where everyone's perspectives are respected and embraced 🚀 Enrolment onto our Virtual Stock Option programme: you will own a stake in SumUp's future success 📚 A dedicated annual L&D budget of €2000 for your individual development, which can be used to attend conferences and/or advance your career through further education 🏖 Generous time off: enjoy 22 days of annual paid leave, 32 hours of Ex Festivita (Personal Hours), plus public holidays and special leave days 💼 Financial security: corporate pension contributions that support your long-term future ❤️ Well-being support: access our mental health Employee Assistance Programme for guidance and care when you need it 🌴 Break4me: 1-month sabbatical after 3 years of service 🔗 Referral Bonus: earn additional rewards by referring talented individuals to join the SumUp team ABOUT SUMUP Be empowered to do more that matters. At SumUp, we're on a mission to empower small businesses across the globe by providing simple and affordable tools that allow them to thrive. Today, over 4 million businesses in 37 markets rely on SumUp as their financial partner to manage payments, finance and customer relationships. Our commitment to small businesses is reflected in our diverse team of over 3,000 SumUppers from over 90 nationalities, united by global collaboration and an innovative mindset. Our core values lay the foundation for who we are and what we stand for, shaping our work culture and driving our success. We foster inclusivity and a continuous learning culture, providing a safe space for personal and professional growth. Our differences make us unique and strong as we strive to create an environment where everyone belongs and feels supported, no matter how they identify. SumUp is proud to be an Equal Employment Opportunity employer, actively seeking and embracing diversity in our workforce. We don't make hiring or employment decisions based on race, colour, religion or religious belief, ethnic or national origin, nationality, sex, gender, gender identity, sexual orientation, disability, age or any other basis protected by applicable laws or prohibited by company policy. Our commitment extends beyond recruitment to creating a safe and respectful workplace where harassment of any form is strictly prohibited. Discover more about our culture and opportunities on our careers website, and follow our journey on LinkedIn, Instagram, and TikTok. Job Application Tip We recognise that candidates feel they need to meet 100% of the job criteria in order to apply for a job. Please note that this is only a guide. If you don’t tick every box, it’s ok too because it means you have room to learn and develop your career at SumUp.