Commercial Account Executive Lead

Overview

As Commercial AE Team Lead, you will guide and elevate Soldo's Italian Commercial Account Executive team to convert pipeline into revenue. You’ll establish standards for discovery, demos, negotiation, and deal progression while coaching AEs in live scenarios. Partner with cross-functional teams to refine pipeline hand-offs, deal execution, and forecasting. You will lead with hands-on coaching, maintain an energetic, inclusive culture, and directly influence quarterly revenue outcomes on a regional scale.

Retribuzione / Benefits

Competitive salary

Private healthcare for you and family

Lunch vouchers

Career development budget

Mentoring and leadership programme

Flexible working options including remote work

Responsabilità

Lead day-to-day management of the Commercial AE team with clear expectations and standards across discovery, negotiation and closing

Create ramp plans, set quota goals, monitor progress, and provide support where needed

Conduct regular 1:1s, feedback, and development conversations; manage performance and improvements

Maintain a consistent operating cadence with pipeline reviews, deal coaching, and team development

Foster an accountable, high-energy culture focused on continuous improvement

Stay engaged with live deals to identify what's working and support discovery, negotiation or closing as needed

Provide frequent coaching using call recordings, deal reviews, and discovery data

Diagnose individual AE strengths and gaps; tailor coaching plans accordingly

Coach for both quality and quantity, ensuring clear customer problems and validated business cases

Support career development and growth opportunities for AEs

Promote disciplined use of SPICED (or MEDDICC) in discovery, qualification, and deal reviews

Own pipeline, forecast accuracy, and deal progression reporting; guide leadership with actionable insights

Improve account prioritisation, deal strategy, pricing discipline, and resource allocation

Maintain CRM discipline and ensure reliable, actionable reporting

Be fully accountable for the Commercial AE team's quarterly revenue

Collaborate with SDRs, Marketing, Customer Success, Revenue Operations and Enablement

Represent team needs to Head of Sales for GTM alignment

Coordinate with regional and cross-functional teams for smooth handoffs and consistent execution

Requisiti fondamentali

Meaningful experience as an SDR Team Lead in a B2B Saa

S, fintech, or similar fast-paced environment with some AE mentoring experience

Strong track record closing mid-market deals (10k-50k+ ACV) with discovery, demos, negotiation and closing

History of improving team performance through structured coaching and live deal inspection

Hands-on people management experience with frequent 1:1s and development planning

Strong coaching skills; ability to tailor coaching to different AEs

Solid understanding of pipeline and forecast management and drivers of results

Confident in Salesforce and sales engagement and data tools; experience improving CRM adoption

Ability to translate business objectives into practical workflows and day-to-day priorities

Strong stakeholder management with SDRs, Marketing, Customer Success, Revenue Operations and Enablement

Comfort leading across multiple European markets with regional execution while maintaining consistency

Excellent written and verbal English; additional European language skills are advantageous

Hands-on, low-ego, resilient leadership style with high standards and sound judgment

coaching mindset

stakeholder management

data-driven decision making

Salesforce

sales engagement tools

forecasting and data analytics