Business Development Manager - Italy (Waste & Safety)

CONTEXT

The Vizzia Sales team is structured to win strategic deals, build a scalable playbook, and expand internationally. Italy will be our second market outside France, and we’re looking for a Business Development Manager (Account Executive) for both our products Waste & Safety to lay the foundations of our local expansion: Identify early opportunities, close the first deals, and build initial partnerships with Italian local authorities.

The Italian-based Sales team is about to be built, including a ramp-up phase in our HQ in Paris for the first 2 weeks.

🎯 MISSION

Your mission is to drive the zero-to-one phase for the Italian market together with our New Market team, kick-off commercial outreach and set the foundations to scale.

To achieve this, you will

• Strategic discovery & prospecting: Build and convert a B2G pipeline through complex, strategic SaaS sales cycles.
• Closing & complex sales: Close around 8+ contracts to reach €250k ARR. Manage 9 months complex sales cycles with multiple stakeholders.
• Structuring: Adapt Vizzia’s sales playbook for the Italian market; messaging, sales methods, prospecting sequences, and field learnings - to lay the foundation for a scalable team.

💡 OUTCOMES

Expected milestones

• By 1 month: Master product & existing playbook
• By 3 months: 40+ meetings done, identified right pitch, created strong pipeline, short-term closings
• By 6 months: Several contracts signed
• By 1st year: 250k ARR signed, 8+ deals closed
• By 2nd year: 400k ARR signed

Vizzia’s sales model

• Sales cycle: 6-9 months
• Average deal size: €30k ARR
• Closing rate: 20% (from R1 to deal won)
• Full-cycle sales to start on the market, along with a BDR team once traction in Italy is validated
• Target: Local authorities/municipalities

✅ REQUIRED QUALIFICATIONS

• Proven track record in complex sales within a fast-growing environment (sales cycles 6 months+, average deal size >€30k+, annual targets >€250k+
• Familiarity with SaaS sales methodologies, strategic/named accounts, including pre-sales
• Full working proficiency in Italian & English
• Experience as a first sales/country opener in an Italian-speaking market is a plus
• Experience selling to public authorities is a plus
• Based in Milan, able to do in-person client meetings across Italy
• Willingness to travel to our HQ in Paris regularly if needed

➡️ EVALUATION CRITERIA

• Entrepreneurial & dynamic: Handles different types of sales situations and builds from scratch
• Interpersonal skills: Relationship builder, adaptable to any type of interlocutor
• Autonomous & organized: Manages pipeline efficiently and anticipate future targets
• Performance-driven: Thrives under pressure to exceed goals, ambition to grow own career traction through excellence
• Fast learner: Seeks to improve and raise the bar high for both self and the team
• Ambition: Early international hires will be ideally positioned for management roles or very strategic AE positions with given performance

⚙️ RECRUITMENT PROCESS

• Screening call with Talent Acquisition 30’
• Hiring Manager call with GTM Manager 45’
• Business case debrief with 2 team members 1h
• Visit our HQ (Paris) to meet the team, and have final fit interviews with our VP Sales & CMO
• Reference check & offer

We aim at a 20 day process. We’ll be thrilled to welcome you in the team!