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Trustpilot is a profitable, high-growth FTSE-250 company on a mission to become the universal symbol of trust. The company operates the world's largest open customer review platform and is expanding its presence in Italy's mid-market segment.
This is a full-cycle sales role focused on the Italian market. You will own your territory end-to-end: research, planning, execution, and closing. While the company's inbound engine will provide qualified opportunities, you will self-source the majority of your pipeline through multichannel outbound activities including cold calling, personalized email sequences, LinkedIn engagement, events, referrals, and account-based strategies targeting top prospects.
Key responsibilities include building and maintaining a structured territory plan with quarterly reviews; segmenting accounts by potential and mapping whitespace; running the complete sales cycle from first touch through discovery, business case development, pricing, negotiation, and close; applying MEDDICC methodology to qualify rigorously and identify economic buyers; selling value rather than features by diagnosing prospect pain points (conversion, CAC, retention, brand credibility) and articulating commercial impact; consistently delivering against monthly and quarterly targets with predictable pipeline coverage; using activity and conversion data to optimize approach; collaborating with Customer Success and Account Managers for clean handovers; and representing Trustpilot at industry events to strengthen brand presence.
Required qualifications include fluency in Italian with professional English proficiency; proven B2B SaaS sales experience with quota-carrying track record in full-cycle roles; comfort with outbound prospecting and pipeline building from scratch; disciplined territory and account planning; hands-on knowledge of structured sales methodologies (MEDDICC, MEDDPICC, or Challenger); strong commercial acumen in marketing, e-commerce, and CX sectors; technical curiosity about integrations and data flows; charisma and presence; willingness to execute tactical tasks; team collaboration; resilience and coachability. Knowledge of e-commerce, customer experience, or online reputation management is advantageous.
