Business Development Representative - Italy

Scaleway is experiencing hyper-growth, and our business in Italy is expanding rapidly! To support this strong momentum and scale our presence in the Italian market, we are strengthening our Business Development team in our Milan office.

Your mission will be to proactively identify, contact, and qualify prospects across Italy to generate a high-quality sales pipeline. Working hand-in-hand with our local Account Executive based in Milan, you will actively participate in outbound prospecting and represent Scaleway at key industry events to boost our sovereign cloud adoption.

We work in a collaborative and international environment where the diversity of "Scalers," combined with a spirit of sharing, brings new projects to life every single day. You will join our Italian team based directly in Milan, working in tandem with the broader international BDR organization.

You will work closely with our local Account Executive—co-owning field events and targeted outbound campaigns—as well as Marketing and Sales Ops to handle a growing volume of leads and accelerate our market penetration in Italy.

Your responsibilities:

• Conduct targeted outbound prospecting to identify key decision-makers across the Italian market.

• Maintain a high level of daily sales activity, combining structured call campaigns and tailored multi-channel cadences.

• Leverage LinkedIn Sales Navigator, Outreach, and data enrichment tools to optimize outreach and target ideal points of contact.

• Manage a steady flow of incoming leads generated by our expanding presence and brand awareness in Italy.

• Partner closely with the local Account Executive to prepare for, attend, and follow up on key industry events and field marketing actions.

• Rigorously manage lead data and pipeline stages in Salesforce/HubSpot.

• Conduct discovery calls to uncover true client pain points rather than relying on a rigid checklist.

• Qualify leads using the MEDDIC framework to ensure high-quality opportunities for the local region.

• Challenge prospects' assumptions with courtesy and professional assertiveness.

• Participate in strategy sessions to refine cadences and market penetration strategies for Italy.

TECHNICAL SKILLS (Hard Skills):

• Native or fluent in Italian (essential for building strong relationships in the local market) and fluent in English (our main working language across hubs).

• 1 to 3 years of experience in an outbound-focused sales role (BDR/SDR/Inside Sales).

• Demonstrated success in hitting activity quotas and a strong mastery of cold prospecting fundamentals.

• Proficiency in MEDDIC or a similar sales qualification methodology.

• Experience with modern sales stack tools (Salesforce/HubSpot, Outreach, LinkedIn Sales Navigator).

• Strong ability to use open-ended questions to identify core business challenges.

REQUIRED QUALITIES (Soft Skills):

• Resilience: Ability to handle constant rejection while maintaining positive energy and drive.

• Curiosity: A natural "hunter" mindset with a strong desire to understand how tech and cloud ecosystems work.

• Coachability: Openness to feedback and the capacity to quickly adapt sales techniques.

• Assertiveness: Comfortable taking charge of conversations and challenging prospects.

• Active Listening: Ability to engage in authentic, consultative conversations rather than sticking strictly to a script.

• Paris HQ Onboarding: A comprehensive 1-week onboarding program at our Paris headquarters to kickstart your journey. Travel (flights/trains) and hotel accommodation are fully covered by Scaleway (meals on your own).

• Location & Offices: Based in our vibrant Milan offices, fully equipped to offer a collaborative and modern workspace.

• Hybrid Work: Up to 3 days of remote work per week.

• Catering & Benefits: Dedicated regional perks (e.g., meal vouchers/Swile card where applicable) and access to company wellness initiatives.

• Well-being Commitment: Scaleway is dedicated to your work-life balance through comprehensive support programs.

• International Environment: Representing dozens of nationalities across our offices in Paris, Lille, and Milan.

• Career & Mobility: Our managers actively encourage internal mobility; career opportunities within the iliad Group are accessible to everyone.

✔ A product catalog of over 100 public cloud services (IaaS, PaaS, AI).

✔ A cutting-edge technical environment (high-performance Bare Metal).

✔ A commitment to a sustainable cloud (Data centers powered by renewable energy since 2017).

1. HR interview with the Talent Acquisition team (30 min).

2. Interview with the Hiring Manager focused on your experience and strategy for the Italian market (45 min).

3. Role-play / Practical case study (including video responses) to validate your expertise (1 hr).

4. Interview with the Head of BDR and the local Italian Account Executive (team fit) (45 min).

5. Final exchange with the CSO.