Direct Sales Manager Italy

Soldo is here to change the way businesses spend, for the better. So every employee, department, and team is more productive and successful at work. Soldo connects company cards with a powerful management platform so finance teams can distribute money instantly, while staying in control of who spends, how much, where, and on what. With Soldo, budgeting, payments, reporting and reconciliation are simple and efficient.

We’re both a financial services and a software company and one of Europe’s fastest growing fintech companies. Operating in the UK, Italy and Ireland, we’re over 350 employees (from 26 nationalities) strong.

We’re a place where anyone can thrive. We’re all about doing the right things for the right reasons, high standards, ambition, drive and focus.

What’s in it for you

• Private healthcare coverage for you and your family
• Genuine career development opportunities (we love to see you succeed) - including an annual €500 budget for you to spend on professional development
• 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 on your Birthday
• Employee Assistance Programme
• CAF Annual Fiscal & Financial Support

The role

We are looking for a high-impact Sales Manager to lead a regional team of Account Executives within our Direct Sales organisation. Reporting to the Head of Sales for the region, this is a hands‑on leadership role combining team management with direct ownership of strategic Mid‑Market and Enterprise new logo opportunities.

You will translate commercial strategy into day-to-day execution, build a culture of accountability and continuous improvement, and ensure your Account Executives have the coaching, pipeline discipline, and deal support needed to consistently overperform. You will be equally comfortable running your own complex sales cycles, reviewing team pipeline, and removing blockers to accelerate revenue growth.

Responsibilities

• Own team performance against commercial targets across the Region new business sales funnel, ensuring consistent execution across Mid‑Market and Enterprise segments.
• Be accountable for team quota attainment, pipeline health, deal strategy and forecast accuracy.
• Lead a team of AEs to deliver new business revenue targets and pipeline growth. Conduct regular 1:1s, pipeline reviews, deal clinics and coaching sessions.
• Set clear performance expectations, track KPIs and activity metrics, and identify opportunities to improve individual and team capability.
• Support Account Executives through complex, multi-threaded sales cycles, providing deal strategy, executive engagement, and competitive positioning guidance.
• Report on team performance, pipeline health, forecasting accuracy, and key commercial insights to senior leadership.
• Invest time in the development and coaching of the team members to enhance team performance. Identify skills gaps and partner with Sales Enablement and HR Business Partners to design or deliver targeted development interventions and ramp support for new hires.
• Act as a senior Soldo ambassador in customer engagements, demonstrating deep domain expertise across spend management.
• Foster a high-performance, collaborative team culture that balances commercial ambition, customer‑centricity, accountability, and personal development.

Cross-functional Collaboration & GTM

• Work closely with SDRs and Marketing to support demand generation strategies and ensure strong top‑of‑funnel pipeline for the team.
• Partner with Revenue Operations to maintain forecasting accuracy, reporting discipline, salesforce hygiene and feedback on deal effectiveness.
• Work closely with Sales Enablement to ensure the deliverance of effective Sales coaching for each team member as well as strong adoption of the GTM Techstack including Salesforce, Gong, Cognism, Seismic and Sales Nav.
• Collaborate with Pre‑Sales, Customer Success, Partnerships, Product, and Marketing to deliver strong customer outcomes and share market intelligence.
• Contribute to the continuous evolution of Soldo’s GTM playbooks, value proposition, and competitive messaging.

Must Have

• Proven experience in a Direct Sales leadership role, preferably within a B2B SaaS environment.
• Demonstrated success in leading teams with commercial responsibilities, including expansion quotas.
• Ability to coach and develop team members, providing actionable feedback and leading by example.
• Experience managing complex, multi‑threaded sales cycles involving multiple senior stakeholders.
• Deep understanding of SaaS go‑to‑market practices and how to build repeatable, scalable approaches to new business acquisition.
• Strong commercial fluency in forecasting, pipeline development, sales operations, and performance management.
• Strong knowledge of value‑based and solution selling methodologies, such as MEDDPICC or SPIN.
• Proven ability to articulate complex value propositions clearly, connecting product capabilities to measurable business outcomes for senior stakeholders.
• Excellent communication, relationship management, and executive presence, with confidence leading customer conversations and influencing internal stakeholders.
• Able to define high‑level commercial direction while remaining hands‑on in day‑to‑day execution, deal‑support, and team enablement.
• Positive, proactive, and solutions‑focused, with strong integrity, ownership, accountability, and credibility in every client and internal interaction.
• Excited by the challenge of scaling a high‑growth fintech business and motivated by both personal and team success.