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Factbird provides real-time operational intelligence for manufacturing teams through plug-and-play hardware and cloud platform solutions. The company has strong EMEA presence with ~300 customers and established teams across sales, solutions consulting, and customer success. Italy is a key growth market, and this role offers the opportunity to lead and own it end-to-end.
As Sales Director for Italy, you will be a true player/coach: carrying a personal quota while building, leading and developing a high-performing southern European sales team. You will have a recognized brand, strong EMEA customer references, and experienced cross-functional colleagues to work alongside.
Key responsibilities include:
- Develop and execute go-to-market strategy for Italy aligned with EMEA strategy, based on customer needs, competition and market trends
- Own Italy ARR number and translate strategy into clear pipeline goals and execution priorities
- Identify industries, regions and accounts where Factbird can win first and grow fastest
- Carry personal quota and own strategic account book; personally prospect, open doors at senior level, and build pipeline through outreach, events, partners and referrals
- Run complex sales cycles with multiple stakeholders (plant managers to executive leadership) using MEDDPICC framework
- Negotiate and close deals protecting value; turn first sites into multi-site expansion
- Lead by example: coach through deal reviews, joint customer meetings and regular one-to-ones; raise performance bar across team
- Set clear targets and KPIs; run disciplined pipeline and forecast cadence; step in early when performance is off track
- Define account plans for most important target accounts; orchestrate multi-threading and internal support to win them
- Develop relationships with system integrators, distributors and OEMs to open doors and accelerate deals
- Represent Factbird in Italian manufacturing community through events, industry associations and customer networks
- Partner with Marketing, Solutions Consulting and Customer Success on campaigns, localized materials and customer outcomes
- Bring market feedback and customer insights back to Product and leadership
You will report to VP of Revenue and work closely with Solutions Consulting, Customer Success, Marketing, Finance, and sales teams across EMEA.
Success within 12 months means: building and executing clear go-to-market plan for Italy; personally creating and closing new enterprise logos meeting/exceeding personal quota; building healthy, well-qualified pipeline across priority accounts; hiring, onboarding and developing team with clear targets and strong performance cadence; establishing relationships with key partners and visible presence in Italian manufacturing community; delivering accurate, evidence-based forecasts.
REQUIREMENTS:
- 10+ years in B2B sales, ideally selling SaaS, industrial technology or manufacturing technology
- Consistent track record of carrying and exceeding personal quota
- Experience leading, coaching or mentoring sales team members, ideally as player/coach
- Experience running complex sales cycles with multiple stakeholders from plant level to executive level
- Track record of winning new logos and expanding accounts across multiple sites
- Strong network and understanding of Italian manufacturing market
- Command of MEDDPICC or equivalent qualification discipline, demonstrated in deal execution
- Strong commercial judgement in pricing, negotiation and forecasting
- Fluent in Italian and English
- Lead from front; comfortable closing deals and coaching others
- Create momentum; find alternative routes when deals meet resistance
- Builder mindset; enjoy shaping market, team and way of working
- Combine confidence with coachability; invite challenge
- Take full ownership of market: strategy, execution, risk and outcome
