Sales Manager

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.

• 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, escalate 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.

Professional experience

• 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

• 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

• Confident with LinkedIn Sales Navigator, Salesloft, Gong and equivalent outbound prospecting tools.
• Solid MS Office / Google Workspace skills, particularly Excel/Sheets and PowerPoint/Slides.
• Working understanding of affiliate/partnership tracking technology and adjacent MarTech is a plus.
• Formal sales methodology training (e.g. MEDDIC, SPIN, Challenger, Sandler) is a plus.
• Salesforce and/or Salesloft certifications are a plus.

Language skills

• Italian: native or full professional proficiency (mandatory).
• English: full professional proficiency preferred; professional working proficiency minimum (mandatory).
• Any additional European language is a plus.
• Willingness to travel within Italy and occasionally across EMEA for client meetings, industry events and offsites.

• Flexi-Week: We prioritise your mental health and wellbeing by offering you a four-day Flexi-Week (with one lighter or completely disconnected day per week) at full pay, with no reduction to your annual holiday allowance.
• Flexi-Office: We offer an international culture and flexibility through our hybrid working model, designed to foster collaboration, trust, and autonomy.
• Work Expense Contribution & Remote Working Furniture: You will receive a monthly allowance to cover part of your running costs, as well as a furniture package to support you in setting up a comfortable workspace at home.
• Supplementary Healthcare: Coverage for a range of medical services, including specialist consultations.
• Meal Vouchers: Daily support for your lunch expenses.
• Language Courses: Access flexible language learning options to support your growth in an international environment.