Account Executive - Mid Market

AI is transforming how consumers discover and choose products and services, and Trustpilot is at the heart of this shift. Our reviews are increasingly becoming a trusted source for AI assistants, with Trustpilot ranking as the fifth most cited page on the internet by ChatGPT in January 2026.

Italy is one of our focus markets, and we're expanding our Mid-Market team to match that ambition. If you're looking for a challenge worth taking on, this is it: get Trustpilot in front of the brands shaping Italian digital commerce, own how we show up in this market, and be the face of Trustpilot on the stages, panels, and industry events where it counts. There's a whole market still to win, and you'd be at the front of it.

What you'll be doing

This is a full-cycle sales role. You will own your territory end to end: research it, plan it, work it, and close it. Our inbound engine will support you with qualified opportunities, but the majority of your pipeline will be self-sourced.

If you want a seat where prospecting is treated as a craft, where methodology is taken seriously, and where you'll be surrounded by people who like to roll up their sleeves and work together, keep reading.

• Own your territory: Build and maintain a structured territory plan; segment your accounts, prioritise by potential, map the whitespace, and revisit it every quarter. Your patch, your strategy.
• Self-source your pipeline: Generate the majority of your opportunities yourself through multichannel outbound: cold calling, personalised email sequences, LinkedIn, events, referrals, and account-based plays on your top targets.
• Run the full sales cycle: From first touch to discovery, business case, pricing, negotiation, and close; you lead the process end to end across mid-market accounts.
• Apply a real methodology: Use MEDDICC to qualify rigorously, identify economic buyers and champions, quantify business pain, and build multithreaded deals. Clean CRM hygiene and honest forecasting are part of the job, not an afterthought.
• Sell value, not features: Diagnose what each prospect is actually trying to fix — conversion, customer acquisition cost, retention, brand credibility — and articulate the commercial impact of Trustpilot in their language.
• Hit and exceed your numbers: Deliver consistently against monthly and quarterly targets, with pipeline coverage that makes the number predictable.
• Use data to steer: Read your own activity, conversion, and market data to spot what's working, kill what isn't, and adjust your approach fast.
• Play for the team: Share what's working with the rest of the team, contribute to playbooks and call reviews, support new joiners, and collaborate with Customer Success and Account Managers for clean handovers and long-term account growth.
• Be a Trustpilot ambassador: Represent Trustpilot at key industry events, expand our network, and strengthen our brand presence and reputation across the region.

Who you are

• Fluent in Italian with professional proficiency in English, both written and spoken.
• Proven experience in B2B SaaS sales, with a track record of carrying and beating a quota in a full-cycle role.
• A genuine hunter: You've built pipeline from scratch before and you're comfortable picking up the phone. Outbound energises you rather than intimidates you.
• Disciplined about territory and account planning — you work a plan, not a to-do list.
• Hands-on knowledge of a structured sales methodology such as MEDDICC, MEDDPICC, or Challenger — and the discipline to actually apply it deal by deal.
• Strong commercial acumen: comfortable running discovery with marketing, e-commerce, and CX industry leaders, and building a business case that stands up to scrutiny.
• Technically curious: you can hold a conversation about integrations, data flows, and implementation.
• Charisma and presence: You're the person people want to keep on the call. You build rapport quickly, hold a room, and stay credible under pressure.
• Willing to get your hands dirty: No task is beneath you, from a 60-dial morning to prepping a booth at a trade show.
• A team player above all: You share your best plays, celebrate other people's wins, and raise the level of everyone around you.
• Resilient, coachable, and curious — you actively seek feedback and act on it.
• Knowledge of e-commerce, customer experience, or online reputation management is a significant advantage.

What's in it for you?

• Competitive compensation package + yearly bonus
• 22 days holiday plus 3 extra days after one year of employment
• 2 (paid) volunteering days a year to spend your time giving back to the causes that matter to you and your community
• Rich learning and development opportunities supported through the Trustpilot Academy, LinkedIn Learning and Blinkist, plus structured sales methodology training and ongoing coaching
• Full access to Headspace, a popular mindfulness app-based service designed to promote positive mental health, and access to a 24/7 Employee Assistance Plan
• Lunch vouchers
  
  Base Salary: €43,713 – €51,513k
  On-Target Earnings (OTE): €67,250 – €79,250 at 100% of target
  Variable compensation represents 35% of OTE and comprises a company bonus and OTC (On Target Commission). 

Please note, due to a multinational hiring team we request that your CV is to be submitted in English.

Still not sure?

We want to be a part of creating a more diverse, equitable, and inclusive world of work for all. We're excited to hear about your experiences along with how you will contribute to our working culture. Even if you don't feel you meet all the requirements, we'd still really like to hear from you!

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