The Role
Drive new business growth in Italy by selling Soldo’s B2B SaaS spend-management solutions to enterprise and mid-market clients. Build C-level relationships, manage complex multi-threaded sales cycles, develop sector-focused business plans, generate pipeline with Marketing and SDR/BDR teams, deliver tailored product demonstrations, and consistently exceed sales quotas. Serve as a subject-matter expert in payments and spend management while collaborating cross-functionally to expand markets and deliver client value.
Summary Generated by Built In
Soldo is the proactive spend management solution that frees progressive businesses to accomplish more.
Over 25,000 organisations across 31 countries use Soldo to end slow, messy, and inefficient spending, bringing financial agility and control over every expense. Soldo frees finance with a uniquely proactive approach to managing decentralised spending.
By combining a powerful spend management platform, a user-friendly app, and versatile payment methods, Soldo automates expense admin to eliminate inefficiency in managing business spending.
By proactively managing decentralised spend, organisations empower employees to spend when and where it's needed, keeping productivity high while avoiding month-end surprises.
Founded in 2015 by Italian digital innovator Carlo Gualandri, Soldo is headquartered in London, with offices in Dublin, Milan, and Rome.
We’re looking for people with big ambitions, cool heads, sharp minds, and warm hearts. Come and join us as we grow together.
What's in it for you
- Competitive salary
- Private healthcare coverage for you and your family
- Lunch Vouchers
- Genuine career development opportunities (we love to see you succeed) - including your own annual €500 career development budget
- Access to training and development - including a mentoring programme, workshops and the opportunity to progress onto our leadership programme
- Flexible working options including working from home or our Milan or Rome offices + 60 days’ work anywhere
- Statutory Leave entitlements plus extra days off on Christmas Eve, New Year's Eve and your Birthday
- Your own personal company Soldo card
- Employee Assistance Programme
- CAF Annual Fiscal & Financial Support
The Role
As a member of our Italian Sales team, you will have the opportunity to be a key contributor to our future growth and success. Developing the market and acquiring new business are fundamental to our expansion strategy - and you will play an important role in driving this growth. While we have a significant client base today, the addressable market for this role remains vast.
You will represent Soldo at a senior client level, acting as a trusted advisor who delivers meaningful value and outcomes. Using data, insights, and your network, you will identify opportunities to drive finance and spend management transformation across a range of use cases.
You will be adept at building C-level relationships, challenging the status quo, and navigating complex, value-based selling processes. You will be expected to manage a high volume of market opportunities and have a proven track record of consistent over-performance in SaaS environments.
We want you to be a thought leader for our customers and prospects.
You will use your knowledge and skills to articulate business value and build compelling business cases in order to help our clients identify productivity opportunities to deliver value back to their businesses. In addition, you will target specific verticals by developing true expertise in the challenges and trends of the sectors in scope. Recognising that we operate within a large ecosystem of technology vendors, partnerships are also a critical element of our growth plans and you will participate directly in how we partner for success.
In every client interaction, you will drive agility and responsiveness - characteristics that we recognise as key competitive advantages for Soldo. As part of a world-class team, we expect you to collaborate cross-functionally to deliver the best outcomes for clients. We seek individuals who bring the right experience, capabilities, and a strong cultural fit to Soldo.
Responsibilities
- Overperform against sales targets, KPIs and performance metrics
- Operate with integrity and accountability in every interaction with clients and our internal teams
- Develop and execute market business plans across assigned sectors and client accounts
- Sell high-value solutions to C-level stakeholders, navigating complex sales cycles and building cross-functional consensus to drive deals to successful closure
- Build and execute a strong demand generation plan with cross-functional teams to drive a validated, sustainable pipeline
- Identify and create growth opportunities through strategic, detail-oriented planning
- Collaborate with the wider cross-functional team to drive value for your clients and aggressively expand markets through client acquisition
- Accelerate our market leadership in the decentralised spend management market
- Act as the subject matter expert and a thought leader in the payments and spend management domains, along with the specific sectors and use cases of your target business clients
- Build relationships with key contacts that lead to a deep understanding of client challenges and opportunities
- Continually be aware of the market, emerging technology trends and our competitors, providing valuable information back into the business
- Be well versed in our differentiators and continue to evolve our GTM strategy and messaging
We're looking for someone who must have
- Multiple years selling B2B SaaS products with a value proposition focused on transformational value to clients
- Proven track record of consistently overperformance against annual quota targets in an AE role
- New Business mindset, independent, enthusiastic, tenacious, and not afraid to take risks and challenge status quo
- True intellectual horsepower to reason through client challenges
- Experienced managing multi-threaded deals by identifying and engaging stakeholders across functions (e.g. Finance, Operations, IT) to drive consensus
- Great team-player, with demonstrated ability to partner to drive demand generation strategies with Marketing and SDR/BDR teams
- Ability to challenge the client’s status quo and articulate client opportunities through reference selling
- Highly proficient in value-based selling and proven execution across multiple years
- Experience selling as part of a Land and Expand SaaS sales motion
- Proficient in running a structured discovery process to uncover pain points and areas of opportunity for the deployment of a solution
- Experience selling into enterprise and mid-market accounts
- Ability to run multiple sales processes in parallel in a given quarter
- Proficient with modern sales methodologies like MEDDPICC, SPIN and the Challenger Sale
- Able to deliver compelling, problem-focused product demos tailored to persona-specific use cases
- Proficient with modern GTM tech stack like CRM, cadence-building, data enrichment (e.g. Salesforce, Salesloft / Outreach, Cognism / Zoominfo)
If you are a high-energy, results-oriented professional who is commercially driven, customer-obsessed, and operates with integrity, accountability, credibility, and confidence - we need to talk!
Skills Required
- Multiple years of experience selling B2B SaaS products with a transformational value proposition
- Proven track record of consistently exceeding annual quota targets in an Account Executive role
- New-business mindset with independence, enthusiasm, tenacity, and willingness to challenge the status quo
- Ability to reason through client challenges and develop compelling business cases
- Experience managing multi-threaded deals and engaging stakeholders across Finance, Operations, and IT
- Demonstrated ability to partner with Marketing and SDR/BDR teams on demand-generation strategies
- Ability to challenge client assumptions and articulate opportunities through reference selling
- Multiple years of experience executing value-based selling
- Experience selling through a land-and-expand SaaS motion
- Experience running structured discovery processes to uncover pain points and solution opportunities
- Experience selling to enterprise and mid-market accounts
- Ability to manage multiple sales processes in parallel within a quarter
- Proficiency with MEDDPICC, SPIN, and Challenger Sale methodologies
- Ability to deliver compelling, problem-focused product demonstrations tailored to specific personas
- Proficiency with modern go-to-market technology, including CRM, Salesforce, Salesloft or Outreach, and Cognism or ZoomInfo
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The Company
What We Do
Soldo is here to free teams from the burden of financial admin, to give them the tools, time, and headspace to focus on the things that matter. We’re both a financial services and software company and our spend management platform automates employee and business spending, from decision to spend to reconciliation. While our smart cards, employee expenses app, and accounting integrations give teams flexibility, visibility, and control over spending. Founded in 2014, we’re now one of Europe’s fastest-growing fintech companies. Today, we have over 350 employees working in offices in London, Milan, Rome, and Dublin. Having secured $180 million in Series C funding, we’re looking to expand into the rest of Europe and launch a suite of new products in a market worth $170 billion
