Head of Sales, Italy (m/f/d)
At a glance
Director-level Sales Leadership role at A11. Berlin.
Pay not stated
growthroles summary, based on the employer's posting.
What you'll do
- Set Italy’s sales direction, pursuing growth through new verticals, partnerships and product-mix opportunities
- Manage Italian commercial outcomes, balancing volume, margins and pipeline quality against monthly and quarterly targets
- Build sales routines with Revenue Operations and peer leaders, improving forecasts, deal progress, KPIs and dashboards
- Recruit and develop the Italian team, coaching daily and holding regular performance and pipeline reviews
- Coordinate with product and technology teams to refine AI-supported sales tools and keep CRM data accurate
What you bring
- At least seven years in B2B sales, ideally across marketplaces, digital trade, logistics or materials distribution
- A track record of scaling sales teams and developing strong performers
- Fluency in Italian and English, with a strong grasp of Italy’s commercial practices and go-to-market approaches
- Strong pricing, working capital, contribution margin and competitive analysis skills, plus solid CRM experience
Who this fits
This hands-on leadership role suits someone ready to own Italy’s P&L and build a sales team. The position is based in Berlin, with daily work from the office in a fast-paced, execution-focused setting.
From the employer
About the Job
As a key growth accelerator, A11 partners with Europe’s most ambitious startups and scaleups, corporates and SMBs to connect them with top-tier talent ready to make an impact.
We're looking for a commercially driven Head of Sales, Italy to own and scale the Italian market at one of our Ecosystem Companies. This is a hands-on leadership role with full ownership of the Italian P&L: you drive growth, protect margins, and build the team behind the number.
Join the A11 Ecosystem – a next-generation supply chain platform redefining how one of the world's largest industries sources, distributes, and finances materials. Engineered to unlock the full potential of global trade, it harnesses agentic AI and workflow automation to provide seamless, high-efficiency access to premium materials at scale. Since its commercial rollout, the platform has fueled exponential growth, optimizing procurement for thousands of businesses while setting new benchmarks for speed, transparency, and efficiency. Its competitive edge lies in full digitization and AI-driven supply chain management automation, eliminating inefficiencies and creating a direct, intelligent bridge between suppliers and buyers. With a team of 80+ FTEs across Europe (Berlin HQ), China, and India, the company is rapidly scaling toward profitability, driving triple-digit million GMV, and setting new industry standards in autonomous, AI-powered supply chain orchestration.
In this role, you’ll:
Drive strategy and revenue growth
- Own commercial results for Italy, from daily activity to monthly and quarterly targets, including volume, margin, and pipeline quality
- Define and execute the commercial strategy for the Italian market
- Identify new verticals, partnerships, and product-mix opportunities to grow market share
- Work with leadership on demand generation, pricing, and product priorities
- Share market intelligence and data-driven insights on trends and performance
Strengthen sales operations
- Shape scalable sales processes together with Revenue Operations and peer sales leaders
- Manage the pipeline and improve forecasting and deal progression
- Establish KPIs and dashboards aligned with market goals and sales cadences
- Partner with Product and Tech to improve AI-assisted sales workflows and tools
- Maintain CRM data integrity to support accurate forecasting
Build and develop the Italian sales team
- Recruit, onboard, and develop strong sales talent
- Run a clear performance rhythm: daily KPIs, weekly reviews, monthly pipeline and forecast checks
- Coach, support, and challenge the team daily in the Berlin office
- Keep the team motivated and engaged while meeting and exceeding targets
Your Profile:
- 7+ years of B2B sales experience, ideally in marketplaces, digital trade, logistics, or materials distribution
- Proven track record of scaling high-velocity sales teams, including leading, mentoring, and developing high-performing teams
- Strong commercial skills: pricing, working capital, contribution margin, and competitive analysis
- Solid CRM experience; Salesforce familiarity is a plus
- Fluent Italian and English
- Deep knowledge of the Italian market, its commercial practices, and go-to-market approaches
- Comfortable in a fast-paced, daily-execution, office-based environment
Please note that this position is based in Berlin
Benefits and Perks:
- Fulfil a role with entrepreneurial freedom and help scale a high-impact business model
- Join an experienced founding team of serial and 2nd-time founders
- Attractive base and bonus compensation program
- Collaboration with top-tier investors and angels (incl. various unicorn founders) as well as leading market experts
If you’re eager to join the A11 Ecosystem and shape what’s next, we want to hear from you!
Our Commitment to Diversity and Inclusion
A11 is committed to diverse and equal opportunities hiring for all – applicants, candidates, and employees alike. We value humans – with all our glorious multifaceted backgrounds, perspectives, and experiences – and look forward to your application.
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