Account Executive - Enterprise (x/f/m) - Milano

Alma

🧡 INFORMAZIONI SU ALMA Noi di Alma crediamo che il commercio sostenibile dipenda da scambi equi e ben equilibrati. Poiché la finanza svolge un ruolo fondamentale nel mondo degli affari, la nostra missione è riportarla al posto che le spetta: al servizio dei commercianti e dei consumatori. Le nostre soluzioni di pagamento rateale e differito aiutano i commercianti ad aumentare le vendite del 20% o più, a rafforzare la fedeltà dei clienti e a offrire un’esperienza di acquisto senza intoppi, senza incoraggiare i crediti inesigibili. In qualità di leader del settore “compra ora, paga dopo” in Francia e attivi in 10 paesi europei, abbiamo supportato oltre 25.000 commercianti e 10 milioni di consumatori. Con oltre 380 Almakers e un ARR di oltre 100 milioni di euro, Alma sta crescendo rapidamente in tutta Europa come membro del Next40, e siamo solo all’inizio!   👐 INFORMAZIONI SUL TEAM L’Italia è il secondo mercato più importante di Alma in Europa, dove negli ultimi anni abbiamo consolidato una forte presenza locale grazie a un team dedicato con sede a Milano. Essendo uno dei nostri mercati chiave per l’espansione, insieme a Spagna, Benelux e Germania, l’Italia è al centro della strategia di crescita europea di Alma. Ad oggi, il nostro team italiano è composto da 10 persone e continua a crescere! Entrerai a far parte di un team commerciale affiatato, con il pieno supporto delle nostre funzioni con sede a Parigi (Prodotto, Marketing, Operazioni, Rischi, Risorse umane) che lavorano a stretto contatto con i mercati internazionali. Avrai un ruolo cruciale nel guidare la crescita dell’azienda in Italia, individuando nuove opportunità commerciali, instaurando rapporti con potenziali clienti ed espandendo la nostra presenza. La sede di lavoro è a Milano. Viaggi occasionali tra Milano e Parigi.   💼 INFORMAZIONI SUL LAVORO Stiamo cercando un Account Executive Mid-Market con esperienza da inserire nel nostro team. Questa figura chiave avrà un ruolo cruciale nel guidare la crescita dell’azienda in Italia, individuando nuove opportunità commerciali, instaurando rapporti con potenziali clienti ed espandendo la nostra presenza nei mercati locali. In sintesi, le tue responsabilità principali saranno: 1) Analisi di mercato e strategia Condurre ricerche di mercato approfondite per individuare potenziali aree di crescita e tendenze emergenti Sviluppare e attuare piani strategici di business per raggiungere gli obiettivi di crescita dell’azienda Analizzare la concorrenza e valutare potenziali rischi e opportunità Identificare le esigenze dei clienti e proporre soluzioni su misura per soddisfare i loro obiettivi aziendali Negoziare contratti e concludere accordi commerciali in linea con gli obiettivi aziendali 2) Vendite e crescita del fatturato Raggiungere e superare gli obiettivi di fatturato generando lead e convertendoli in nuove opportunità commerciali Sviluppare e mantenere una solida pipeline di vendita, dalla generazione di lead alla chiusura delle trattative Collaborare con i team di Vendite e Marketing per creare proposte e presentazioni convincenti 3) Partnership e networking Identificare e stabilire partnership strategiche per potenziare la crescita aziendale Partecipare a eventi di settore, conferenze e opportunità di networking per promuovere l’azienda ed espandere la sua presenza sul mercato 4) Rendicontazione e monitoraggio delle prestazioni Preparare rapporti periodici sulle vendite, sull’andamento del mercato e sulle iniziative strategiche destinati all’alta dirigenza Monitorare e valutare l’efficacia delle strategie di sviluppo aziendale, adeguandole per garantire una crescita sostenibile 🧰 LAVORERAI CON - Salesforce - Gong - Aircall - Dust - SalesNavigator   🧩 INFORMAZIONI SU DI TE Per avere successo in questo ruolo: - Esperienza: almeno 2 anni di esperienza nelle vendite, nello sviluppo commerciale o in un settore affine, preferibilmente all’interno di un’azienda tecnologica o SaaS in rapida crescita, con una comprovata esperienza nello sviluppo di nuove opportunità commerciali e nel raggiungimento degli obiettivi di fatturato - Lingue: la lingua madre italiana e un'ottima padronanza dell’inglese sono requisiti indispensabili, poiché lavorerai con clienti sia locali che internazionali - Possiedi eccellenti capacità comunicative, negoziali e di presentazione, con la capacità di pensare in modo strategico e agire in modo tattico E sarebbe un plus se inoltre - Abbi una solida comprensione delle dinamiche di mercato in Europa, con particolare attenzione all’Italia - Sia esperto nell’uso di software CRM e strumenti di monitoraggio delle vendite Non soddisfi tutti i requisiti? In Alma crediamo che le assunzioni di successo provengano da percorsi diversi. Se questo ruolo ti entusiasma, ti incoraggiamo a candidarti. Apprezziamo il potenziale, la curiosità e la capacità di crescere tanto quanto l’esperienza.   🧘 COSA CI GUADAGNI? - Entra a far parte di un’azienda in crescita che sta rivoluzionando il modo in cui commercianti e consumatori interagiscono - Grande autonomia fin dal primo giorno, con un impatto concreto sulla crescita dell’azienda - Un ambiente dinamico e imprenditoriale in cui le tue idee e i tuoi risultati contano davvero - L’opportunità di contribuire a creare una nuova categoria di mercato e di far parte di qualcosa di significativo   🤑 INFORMAZIONI SU RETRIBUZIONE E BENEFICI - Stipendio competitivo e bonus - Assicurazione sanitaria (FondoEst): il 91% è a carico di Alma, pari a 252€ all’anno (21€ al mese). - Il tuo contributo sarà del 9% (24€ all’anno, pari a 2€ al mese) - Buoni pasto: 231 € al mese a carico di Alma - Ferie: 22 giorni lavorativi di ferie annuali + 4 giorni di riposo + festività nazionali - Sport: 50 € al mese di costi di abbonamento rimborsati da Alma - Accesso alla nostra piattaforma di formazione e sviluppo   🎯 PROCESSO DI SELEZIONE - Videochiamata con un membro del team di Talent Acquisition per comprendere il tuo percorso professionale, le tue motivazioni e illustrarti il ruolo. - Videochiamata con il tuo futuro responsabile per approfondire il ruolo, il team e il tuo profilo, e per rispondere a tutte le tue domande. - Caso di studio e presentazione da svolgere a casa (preferibilmente in sede) per valutare le tue conoscenze pratiche. - Colloquio finale con il VP Sales - Verifica delle referenze   🌍 DIVERSITÀ E INCLUSIONE  Noi di Alma crediamo che la diversità alimenti l’innovazione e rafforzi la nostra comunità. Ci impegniamo a creare un ambiente di lavoro in cui ogni persona si senta valorizzata, rispettata e incoraggiata a dare il meglio di sé, indipendentemente dal genere, dal background, dall’etnia, dall’età, dall’orientamento sessuale, dalla religione, dalla disabilità o dall’esperienza di vita. In qualità di datore di lavoro che garantisce pari opportunità, accogliamo candidati provenienti da ogni contesto sociale e tutte le decisioni relative all’assunzione vengono prese in base alle qualifiche, al merito e alle esigenze aziendali.

Alma

🧡 ABOUT ALMA   At Alma, we believe sustainable commerce depends on fair, well‑balanced trade. Because finance plays a pivotal role in business, our mission is to put it back in its rightful place - serving merchants and consumers. Our installment and deferred payment solutions help merchants boost sales by 20% or more, increase customer loyalty, and deliver a seamless shopping experience - without encouraging bad debt. As the buy now pay later leader in France and active in 10 European countries, we've empowered over +25,000 merchants and 10 million consumers. With 380+ Almakers and €100M+ ARR, Alma is scaling rapidly across Europe as a member of the Next40, and we're just getting started!   👐 ABOUT THE TEAM Italy is Alma's second-largest market in Europe, where we've built a strong local presence over the past few years with a dedicated team based in Milan. As one of our key expansion markets alongside Spain, Benelux, and Germany, Italy sits at the heart of Alma's European growth strategy. So far, our Italian team consists of 10 people, and it continues to grow! You'll be joining a close-knit commercial team, with the full support of our Paris-based functions (Product, Marketing, Ops, Risk, People) working hand in hand with international markets. You would play a crucial role in driving the company’s growth in Italy by identifying new business opportunities, building relationships with potential clients, and expanding our presence. Permanent contract. Position is based in Milan. Occasional travel between Milan and Paris. Remote policy : 3 days at office / 2 days at home   💼 ABOUT THE JOB   We're seeking an experienced Account Executive Mid-Market to join our team. This key position will play a crucial role in driving the company’s growth in Italy by identifying new business opportunities, building relationships with potential clients, and expanding our presence in local markets. In a nutshell, your key responsibilities are: 1) Market Analysis & Strategy * Conduct thorough market research to identify potential growth areas and emerging trends * Develop and implement strategic business plans to meet company growth objectives * Analyse competitors and assess potential risks and opportunities * Identify client needs and propose tailored solutions to meet their business objectives * Negotiate contracts and close business deals that align with company goals 2) Sales & Revenue Growth * Achieve and exceed revenue targets by generating leads and converting them into new business opportunities * Develop and maintain a robust sales pipeline, from lead generation to deal closure * Collaborate with the Sales and Marketing teams to create compelling proposals and presentations 3) Partnerships & Networking * Identify and establish strategic partnerships to enhance business growth * Attend industry events, conferences, and networking opportunities to promote the company and expand its market footprint 4) Reporting & Performance Tracking * Prepare regular reports on sales, market performance, and strategic initiatives for senior management * Monitor and evaluate the effectiveness of business development strategies, adjusting them to ensure sustained growth   🧰 YOU WILL WORK WITH - Salesforce - Gong - Aircall - Dust - SalesNavigator   🧩 ABOUT YOU To succeed in this job: * Experience: minimum of 2 years of experience in sales, business development, or a related field, ideally within a fast-growing Tech or SaaS company, with a proven track record of successfully developing new business and achieving revenue targets * Language: native Italian speaker and fluency in English are mandatory as you'll be working with both local and international clients * You possess excellent communication, negotiation, and presentation skills, with the ability to think strategically and execute tactically And it will be nice if you also * Have a strong understanding of market dynamics in Europe, with a particular focus on Italy * Are proficient in using CRM softwares and sales tracking tools   Don't meet every single requirement? At Alma, we believe great hires come from diverse paths. If this role excites you, we encourage you to apply. We value potential, curiosity and the ability to grow as much as experience.   🧘 WHAT'S IN IT FOR YOU? * Join a growing company that's reshaping how merchants and consumers connect * High ownership from day one, with real impact on business growth * A fast-paced, entrepreneurial environment where your ideas and results matter * The chance to help build a category and be part of something meaningful     🤑 ABOUT THE COMPENSATION & BENEFITS * Competitive salary and bonus * Health insurance (FondoEst): 91% paid by Alma which corresponds to 252€/year (21€/month). Your contribution will be 9% (24€/year which equals to 2€ per month) * Meal vouchers: 231€/month paid by Alma * Holidays: 22 working days as annual leaves + 4 days of time for rest + public holidays * Sport: 50€/month subscription costs reimbursed by Alma * Access to our Learning & Development Platform   🎯  INTERVIEW PROCESS * Video call with a Talent Acquisition team member to understand your path, motivation & present you the role. * Video call with your future manager to deep dive the role, the team, your profile and answer all your questions. * Take home case study and presentation (ideally in house) to assess your practical knowledge. * Final interview with VP Sales * Reference check   🌍 DIVERSITY & INCLUSION  At Alma, we believe that diversity fuels innovation and makes our community stronger. We are committed to building a workplace where every person feels seen, respected, and empowered to do their best work whatever their gender, background, ethnicity, age, sexual orientation, religion, disability or lived experience. As an equal opportunity employer, we welcome applicants from all walks of life, and all employment decisions are made based on qualifications, merit, and business needs.

Doctolib

We are looking for a Sales Strategy Lead to join the Sales Strategy team in Milan. As a Sales Strategy Lead, your mission will be to act as a trusted partner to Sales Leadership, helping shape and execute Doctolib's go-to-market strategy across markets. You will sit at the intersection of data, strategy, and commercial planning — owning critical processes such as target setting, budget definition, and incentive design. You will work cross-functionally with Marketing, Product, Finance and HR to ensure our sales organization is structured for performance, accountability, and growth. Your responsibilities include but are not limited to: Business performance & strategic analysis * Define and monitor key sales and account management performance metrics (pipeline health, win rates, quota attainment, forecasting accuracy) * Conduct ad-hoc analyses (customer segmentation, territory white space, sales productivity) to surface actionable insights and own their implementation * Create compelling executive-level reports for QBRs, leadership reviews, and strategic planning sessions. Target setting & sales planning * Own and drive the annual and quarterly target-setting process for the sales organization, ensuring targets are ambitious, fair, and grounded in market reality * Build and maintain robust models to allocate quotas across segments, regions, and individual contributors * Translate company-level revenue goals into granular sales targets, coordinating with Finance and Sales Leadership to align on assumptions and methodology * Monitor performance against targets throughout the year and recommend mid-cycle adjustments when needed. Budget definition & headcount planning * Partner with Finance to define and manage the sales budget, including headcount planning, capacity modeling, and cost-of-sales projections * Build business cases to support investment decisions (new hires, new markets, coverage model changes) * Track budget consumption and flag deviations proactively, proposing corrective actions where necessary. Bonus & incentive plan design * Design, model, and maintain sales compensation and bonus plans that drive the right behaviors and align individual incentives with company objectives * Run simulations to assess the financial and motivational impact of different incentive structures before they are rolled out * Ensure bonus calculations are executed accurately and on time each period, in close coordination with Finance and HR * Act as the primary point of contact for Sales Leadership on compensation-related questions and disputes.   WHO YOU ARE Before you read on: if you don't have the exact profile described below, but you feel this job description matches your skill set, we still encourage you to apply. You could be our next team mate if you: * Have 3+ years of experience in a highly analytical role such as Sales Strategy, Sales Operations, FP&A, Management Consulting, or Business Intelligence * Have demonstrated experience with target setting, quota modeling, or compensation design in a commercial environment * Have strong financial acumen and are comfortable working with budgets, headcount models, and P&L logic * Have advanced proficiency in Excel/Google Sheets, with the ability to build complex models from scratch * Have excellent communication skills in English and Italian and can present clearly to senior stakeholders * Have experience building AI-powered workflows or agents, and you are able to design and roll out AI-driven initiatives with a clear focus on measurable outcomes * Can manage ambiguity, prioritize effectively, and deliver in a dynamic environment. Now it would be fantastic if you: * Have experience in a B2B SaaS or high-growth tech environment * Have exposure to incentive plan design or variable compensation frameworks * Are familiar with SQL or BI tools for data querying and reporting * Have an interest in healthcare or health tech. WHAT WE OFFER * Supplementary health insurance, with the option to include family members in your household * A flexible workplace policy offering both hybrid and office-based mode * Electronic meal vouchers (8.00€ per worked day), Foorban fridges, and office breakfast * Reimbursement of public transportation * Work from abroad for up to 10 days per year thanks to our flexibility days policy * Enrollment in Doctolib's long-term employee value sharing plan called DoctoGrowth * Parent Care Program: various initiatives supporting parenthood, including 100% paid parental leave * Free mental health and coaching services through our partner Moka.care * For caregivers and workers with disabilities, a package including an adaptation of the remote policy, extra days off for medical reasons, and psychological support * A partnership with Wellhub, as well as free access to the gym in our Milan office, with 3 classes offered per week (yoga, pilates, functional training) * Partnership for retirement funds with Ciao Elsa. THE INTERVIEW PROCESS * Screening call with the Talent Acquisition team * Interview with the hiring manager * Case study * Final interview * At least one reference check * Offer! JOB DETAILS * Permanent position * Full Time * Milan * Start date: September 2026 * Compensation: €50.000 - €70.000 (including 8% performance-based bonus) * Hybrid work setup (up to 2 remote days per week).   At Doctolib, we are committed to improving access to healthcare for everyone. This translates into our recruitment process. We evaluate candidates based solely on qualifications and motivation, without any form of discrimination. The more diverse ideas are heard, the more our product will truly improve healthcare for all. You are welcome to apply to Doctolib, regardless of your gender, religion, age, sexual orientation, ethnicity, disability. To ensure equal opportunities, we invite you to exclude personal information (e.g. pictures, age) from your applications. If you require any accommodation, please let us know for support during the hiring process. Join us in building the healthcare we all dream of! All information provided is processed by Doctolib for application management. For data processing details, click here. Please contact hr.dataprivacy(at)doctolib.com for inquiries or to exercise your rights.