Account Executive Mid Market - Italy

Job description

**About Agicap** Created in Lyon in 2016 by three French entrepreneurs, Agicap is one of the fastest growing scale-ups in Europe, with over 8000 customers, 650 employees and fast revenue growth (7x between 2021 and 2024). Agicap is part of the French Tech 120, rewarding the most promising startups in France. Agicap allows Finance teams of Mid-Market companies to efficiently manage and forecast their cash, pay their suppliers and get paid. By combining a Treasury Management System, and Accounts Payable and Accounts Receivable solutions into a single platform, Agicap aims at becoming the next leading Treasury Management platform for mid-market companies. We have raised €145M since our creation, with prestigious VC funds including AVP, Greenoaks, Partech and BlackFin, with a last round in November 2024. These additional resources further fuel our product innovation, allowing us to grow significantly and accelerate our international expansion across the world. We believe our success comes from our highly passionate and dedicated teams, committed to building a company where people can grow and build their careers. We are constantly looking for great talents, aiming for excellence and ready to join our ambitious adventure! ### Mission: Agicap is transforming how European companies manage cash flow, and Italy's mid-market is one of our biggest growth levers. We're looking for a senior AE who can independently own complex sales cycles with €25M+ companies, navigate multi-stakeholder deals at CFO and C-suite level, and help us build the playbook for mid-market in Italy. This isn't a role where you inherit a mature process and execute. You'll shape how we sell into a segment we're actively scaling — with real autonomy, direct visibility to leadership, and the kind of impact that gets buried in large orgs. You'll work closely with Marketing, Partnerships, and Customer Success — not just to close deals, but to build a prospect experience that sets Agicap apart. You are not just selling software — you are positioning Agicap as a strategic partner for cash flow transformation in the Italian mid-market. ### What you will do: You'll own the full sales cycle from discovery to signature, working with a dedicated SDR who feeds your pipeline. You'll also be expected to bring commercial perspective to the broader team: sharpening SDR outreach with your feedback, helping refine our go-to-market, and contributing to how we scale. In practice, this means: **Discovery & Qualification** - Receive qualified opportunities from the SDR team and take full ownership from discovery onwards. - Conduct in-depth discovery sessions to deeply understand each prospect’s business context, pain points, and cash flow needs. - Identify concrete use cases for Agicap and build compelling ROI analyses tailored to each prospect’s business. - Collaborate with your SDRs to align on target segments and provide feedback that sharpens their outreach. **Sales Cycle Management** - Conduct impactful product demonstrations based on the needs surfaced during discovery. - Map all stakeholders involved and the prospect buying process and build strong relationships at CFO, Finance Director, and C-suite level. - Present offers, negotiate terms, and support prospects all the way to signature. **Cross-functional Collaboration** - Provide structured feedback to Marketing, Business Development, and Product teams to continuously improve our go-to-market approach and product. - Coordinate with Customer Success to ensure a smooth handoff and strong onboarding for new customers. - Share your commercial expertise and good ideas to enhance the team’s overall performance. **Forecasting & Performance** - Maintain accurate pipeline data and activity logs in the CRM (Hubspot). - Regularly analyze your performance with Management, identify areas for improvement, and proactively adjust your approach to exceed your targets. ### What we are looking for: Must-Have - 3-5 years in B2B SaaS sales or relevant experience in closing complex, multi-stakeholder deals - Track record of selling to C-levels: CFO, Finance Director, Treasury, ideally in the mid-market or enterprise segment - Strong discovery and consultative selling skills, you lead with the prospect's problem, not the product - Comfortable with CRM discipline (HubSpot), pipeline management, and data-driven forecasting - Entrepreneurial mindset — you thrive in environments where the playbook is still being written. You come up with ideas to close gaps and think beyond your specific scope - Fluent Italian, professional English Nice-to-Have - Experience in cash flow management, treasury, or financial planning software. - An existing network in the Italian mid-market CFO or finance community. - Previous experience in a fast-paced, high-growth scale-up or fintech environment. ### What we offer: - A senior IC role with direct impact on Agicap Italy's growth trajectory - shape how we approach the mid-market segment - A structured onboarding program to get you up to speed on our product, methodology, and team - Collaboration with a high-energy team across SDR, Marketing, Partnerships, and CS - The chance to be part of a European fintech scale-up at an exciting inflection point - **OTE: 80k-100k.** The split is 50-50