Account Executive

Milan - Italy

Founded in 2000, Ivalua is a leading global provider of cloud-based procurement solutions.

Company Overview

At Ivalua we are a global community of exceptional professionals, who believe that digital transformation revolutionizes supply chain sustainability and resiliency to unlock the power of supplier collaboration. 

We achieve this through our leading cloud-based spend management platform that empowers hundreds of the world's most admired brands to effectively manage all categories of spend and all suppliers to increase profitability, improve ESG (environmental, social, and corporate governance) performance, lower risk, and improve productivity. Driven by our passions and fueled by our shared ambitions, we empower and challenge each other to create meaningful experiences for our colleagues, customers, partners, and communities. 

Learn more at www.ivalua.com. Follow us on LinkedIn 

The Opportunity

CONTEXT: 

As an Ivalua Account Executive you will be focused on new customer acquisition within Ivalua’s various verticals. Our Account Executives are motivated, tenacious, self-starters who are  experienced in selling Enterprise SaaS/Cloud Enterprise Software into Senior Level Executives and  owning the sales process from beginning to end.

ROLE: 

Here at Ivalua, we are currently looking for an Account Executive who specializes in selling into all verticals.  Reporting to the Sales Director, Italy & Middle East , you will be involved in prospecting, building pipeline, and selling Ivalua Solutions to net new enterprise accounts . 

What you will do with us

• Exceed annual sales targets.
• Develop an Enterprise Account Plan for each account, then drive the execution of that plan to success.
• Prospecting, building pipeline, and selling Ivalua Solutions to net new Enterprise accounts.
• Engage with C-level executives to position strategic value proposition and quarterback the deal to closure.
• Provide pro-active, trusted thought leadership to target accounts.
• Orchestrate prospect and internal teams to collaboratively build Customer Strategy Plans.
• Develop and deliver world-class Executive Sales proposals to C-level prospects.
• Accurate forecasting (benchmark +/- 10%).
• Maintain the system of record within our internal system.

YOUR PROFILE

If you have the below experience and strengths this role could be for you:

Skills and Experience:

• At least 7-10+ years of direct enterprise software sales experience.
• Master's degree (business school) or comparable professional experience
• Procurement or Supply Chain domain knowledge.
• Expert selling value to the enterprise.
• Consistent and proven track record of achieving / exceeding sales quota.
• Strong executive presence – very comfortable with C-level executives.
• Expertise in managing multi-stakeholder sales cycles and closing large deals.
• Ability to prospect within greenfield accounts.
• Organized and specific experience with enterprise account planning.
• Ability to identify strategic client pains and develop unique and compelling value propositions that focus on delivering business value to the client.
• Successful at engaging with all levels in an organization, great at building relationships and working within a team-selling environment.
• Strong Financial Acumen

Soft Skills

• Strong Communication skills in Italian and English
• Excellent interpersonal skills
• Strong executive presence

What Happens Next

If your application fits this specific position’s needs, our skilled Talent team will reach out to schedule an initial screening call. Get one step closer to achieving your goals – apply today! 

Our Talent team will guide you through every step of the interview process - from preparation to completion. They're here to support you! 

Our recruitment process is designed to assess your competencies through a series of personalized interviews with internal stakeholders relevant to the role. 

Interviews will be conducted virtually via video or on-site with face-to-face meetings.

LIFE AT IVALUA

• Hybrid working model (3 days in the office per week)
• We're a team dedicated to pushing the boundaries of product innovation and technology
• Sustainable Growth, Privately Held
• A stable and cash-flow positive Company since 10 years
• Snacks and weekly lunches in the office
• Feel empowered to pursue your goals with improved team collaboration and increased creativity/productivity
• Unlock and unleash your full professional potential with our exceptional training and career development program
• Join a dynamic and international team of top-notch professionals who are experts in their respective fields. Collaborate with like-minded individuals who are deeply passionate and highly motivated about their work.
• Experience a truly diverse and inclusive work environment where your unique contributions are highly valued
• Regular social events, competitive outings, team running events, and musical activities,
• Comparably recognized Ivalua for the following (https://www.comparably.com/companies/ivalua) :

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United by our values we embrace diversity and equity in the broadest possible sense to create an inclusive workplace. To help our customers make supply chains more efficient, sustainable and resilient, we rely on a global team with a variety of backgrounds, skills and views. We believe in equal opportunity and in diversity as a driver of innovation that cultivates a spirit of inclusiveness, creates a productive and fun place to work, and provides fulfilling career opportunities for all Ivaluans. https://www.linkedin.com/company/ivalua/about/

Experience life at Ivalua - check out our captivating video! Gain insight into our unique company culture and get a glimpse of what it's like to work with us.

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Senior Enterprise Account Executive 

Black Duck helps organizations build secure, high‑quality software by minimizing risk and maximizing development speed. As a pioneer in application security, Black Duck delivers industry‑leading SAST, SCA, and DAST solutions that help teams identify and remediate vulnerabilities across proprietary code, open‑source components, and application behavior. With powerful tools, services, and deep expertise, Black Duck enables organizations to secure the modern software supply chain and strengthen DevSecOps practices. 

Role Summary 

The Senior Enterprise Account Executive (Hunter) is responsible for acquiring new enterprise customers, penetrating greenfield accounts, and driving net‑new revenue for Black Duck’s Application Security platform, with a primary focus on Software Composition Analysis (SCA) and open‑source risk management. 

This role is built for a high‑energy, high‑impact seller who excels at prospecting, competitive displacement, and closing complex enterprise deals. You will engage senior engineering, security, and DevOps leaders to position Black Duck as the strategic solution for modern software supply chain security. 

Core Responsibilities 

New Logo Acquisition & Revenue Growth:

• Own the full new‑business sales cycle—from prospecting and qualification to technical evaluation, negotiation, and close. 
• Build and execute territory plans targeting high‑value enterprise prospects across industries. 
• Identify and develop greenfield opportunities through outbound prospecting, partner collaboration, and market intelligence. 
• Drive competitive takeouts and position Black Duck as the preferred SCA and AppSec platform. 
• Consistently achieve new‑logo ARR targets and pipeline creation goals. 

Executive Engagement & Value Selling:

• Build multi‑threaded relationships with CISOs, CTOs, AppSec leaders, DevOps executives, and procurement stakeholders. 
• Lead executive‑level conversations around open‑source governance, SBOM strategy, and secure SDLC modernization. 
• Deliver compelling business cases that quantify risk reduction, compliance alignment, and developer productivity gains. 

Sales Execution & Deal Leadership:

• Run disciplined, high‑velocity sales cycles with strong qualification, forecasting accuracy, and CRM hygiene. 
• Partner with Sales Engineering to guide prospects through technical validation, PoCs, and integration discussions. 
• Navigate complex procurement processes, legal reviews, and multi‑stakeholder decision cycles. 
• Collaborate with Marketing and SDR teams to accelerate pipeline generation and campaign execution. 

Market Expansion & Thought Leadership:

• Represent Black Duck at industry events, conferences, and customer briefings. 
• Provide market feedback to Product and Marketing to influence roadmap and positioning. 
• Stay current on AppSec trends, regulatory pressures, and emerging software supply chain risks. 

Qualifications 

Required

• 7–10+ years of enterprise new‑business sales experience in cybersecurity, DevSecOps, developer tooling, or related technical domains. 
• Proven track record of hunting and closing large, complex enterprise deals with multi‑million‑dollar ARR impact. 
• Strong understanding of Application Security, SCA, SBOM, and modern software supply chain challenges. 
• Ability to engage both technical and executive audiences with credibility and confidence. 
• Exceptional prospecting, negotiation, and strategic selling skills. 

Preferred 

• Experience selling SCA or AppSec platforms (e.g., Black Duck‑style solutions, Snyk, Veracode, Checkmarx, GitHub Advanced Security). 
• Familiarity with CI/CD ecosystems (GitHub, GitLab, Jenkins, Azure DevOps, Bitbucket). 
• Background selling into Fortune 500 or global enterprise organizations. 

Success Indicators 

• Consistent attainment of new‑logo ARR and pipeline generation targets. 
• Strong competitive win rates and successful displacement of incumbent solutions. 
• Rapid expansion of Black Duck’s footprint within target industries and territories. 
• High‑quality forecasting and disciplined sales execution. 

Are you looking for a new challenge in a dynamic, fast-paced environment?  We are looking for a Lead Counsel - Italy with 3–5 years of experience gained in an international law firm or inhouse, serving  as the primary legal contact for the company.
This is a newly created role within the company - a unique opportunity to take the legal operations to the next level. If you’re passionate about taking ownership, supporting the business as a true partner and working across international teams, this is your chance.The candidate will collaborate with the Management Team on commercial, HR, privacy, compliance matters and will closely align with the Global Legal function.

Key Responsibilities

The successful candidate will support and work closely with the Management Team on a variety of matters, including but not limited to:

• Be the first point of contact for all legal matters concerning the Italian Business - supporting operational teams across Sales, Marketing, Product, Procurement, and IT.
• Take ownership of all contractual and commercial law topics: drafting, reviewing, and updating agreements in Italian and English, covering the full spectrum of a digital marketplace - including partnership agreements, content and marketing contracts, IT and service agreements, agency and consultancy contracts. Supporting business and Finance in negotiations where needed.
• Act as a strategic legal partner to business teams in launching and developing new digital products and services in a fast-paced tech environment.
• Collaborate closely with our global Legal Department based in Munich to ensure that local Italian legal processes are seamlessly aligned with group-wide standards.
• Coordinate and optimize legal processes in cooperation with internal stakeholders and external partners (law firms, authorities, and business partners).
• Support on GDPR and regulatory compliance topics.
• Support bad debt recovery from a legal perspective.

Candidate Profile

• Qualified lawyer with a degree in law (Avvocato or equivalent).
• 3-5 years of experience in a law firm or in-house, ideally with a focus on contract law, commercial law, and digital business models.
• Independent, structured, and precise working style combined with strong communication skills and a pragmatic, business-oriented mindset.
• Creative and solution-driven approach to developing legal frameworks for new business models, with a solid understanding of commercial and technical contexts.
• Fluent in Italian and English. German is a plus.

Company Overview:

Lexington Medical is a medical device company developing and manufacturing minimally invasive surgical stapling solutions. With the highest standards in design engineering and smart manufacturing, our team delivers clinically differentiated technology to healthcare providers, improving surgical outcomes for patients worldwide.

Lexington Medical is growing rapidly in Europe. This role offers the opportunity to join the business during an important phase of regional expansion and contribute meaningfully to the development of our Southern Europe commercial footprint.

Role Overview:

We are seeking experienced surgical sales professionals to grow and develop the Lexington Medical business across a defined territory. This is a hands-on, clinically focused field role requiring strong operating room presence, surgeon engagement, and ownership of territory performance.

This role is intentionally scoped to attract:

• Established sales representatives seeking greater autonomy, responsibility, and impact
• Highly experienced sales professionals interested in helping shape a growing business and potentially expanding into country or regional leadership roles over time

You will become a subject matter expert on Lexington Medical’s surgical stapling platform and work directly with surgeons and clinical teams to drive adoption, conversion, and sustained growth.

Responsibilities:

• Build and execute a territory strategy to meet and exceed sales objectives
• Drive adoption by opening new accounts and expanding usage within existing customers
• Develop trusted relationships with surgeons, operating room staff, and hospital stakeholders
• Provide hands-on clinical support and technical guidance during live surgical procedures
• Lead product trials, evaluations, and in-service education
• Navigate hospital procurement and clinical/economic stakeholders to support access and adoption
• Monitor competitive activity and market dynamics to inform territory planning
• Communicate customer feedback and clinical insights to internal partners
• Conduct regular business reviews demonstrating progress and results
• Handle administrative tasks supporting bids and tenders

Qualifications:

• Bachelor’s degree or extended experience with a track record of success in the medical device or healthcare industry
• Demonstrated experience selling surgical instruments in hospital operating rooms, including hands-on clinical case support
• Direct experience selling surgical stapling platforms is preferred
• Proven success introducing new technologies and displacing incumbent solutions
• Strong clinical aptitude with the ability to engage credibly with surgeons and OR teams
• Ability to operate independently with discipline, judgment, and full ownership of a territory
• High level of professionalism, integrity, and accountability
• Fluency in English and local languages
• Willingness to travel within the assigned territory based on surgical case activity

Growth Opportunity

As Lexington Medical continues to expand across Europe, this role offers meaningful long-term upside. High-performing individuals may have opportunities to take on expanded territory scope, support new market launches, mentor additional hires, and potentially grow into country or regional leadership roles over time.

Your Mission:

This new role as Country Sales Lead for Italy is a key focus in the businesses drive to expand this region. The role will primarily see you selling to prospects and clients but also comes with management responsibility as we expand and grow the team. You will develop, implement and lead a strategy to drive our presence in the Italian market by establishing key customers in energy and environmental trading, in the gas and power sectors. You will work closely with the Italian market and engage them to become digital leaders in energy trading. Through collaboration with customers in this market, you’ll leverage industry knowledge and insights to develop new markets and opportunities. 

You will be a strong salesperson as well as a collaborative leader, driving a significant portion of enmacc's business. You will drive sales yourself whilst guiding your team to achieve ambitious revenue growth targets in this key segment. You will also provide recommendations on strategies to further develop and expand the Italian markets.

Responsibilities:

Customer Acquisition and Account Management

• Drive enmacc’s growth by developing and executing a revenue strategy to acquire and grow customers across Italy.
• Focus directly on signing new companies yourself and with your team, by identifying and targeting market players in the energy sector, including trading houses, utilities, and industrial companies.
• Lead the sales cycle, from prospecting and outreach to closing deals, ensuring a strong pipeline of new business in your region.
• Create market penetration strategies to accelerate enmacc’s presence in the Italian market, with a focus on expanding platform usage among existing corporate and industrial energy buyers.
• Collaborate with product and marketing to refine go-to-market tactics and ensure our value proposition resonates with potential customers in these regions.
• Leverage your industry network to open doors and capitalise on opportunities in Italian energy markets.
• Travel across Italy to represent enmacc at meetings, conferences, and events to enhance brand awareness and drive business opportunities.
• Continuously analyse market trends, competition, and customer needs to refine and optimise sales strategies

Team Leadership

• Whilst directly selling yourself you will also lead, manage and grow our Italian team.
• Translate annual customer acquisition, revenue and growth targets into actionable plans for the team, delivering clear guidance and strong internal collaboration.
• Active participation in the enmacc management team, contributing to responsibilities such as target setting, cultural initiatives, and feedback processes.  

Your Profile:

• 4+ years of experience in the energy trading or procurement space, with a proven track record in B2B sales, account management, or business development in the Italian market.
• Knowledge of Italian energy markets, including electricity, gas, and environmental commodities.
• A network within the energy industry, including relationships with trading houses, corporate buyers, and industrial companies.
• An entrepreneurial mindset, able to thrive in fast-paced environments with high growth potential.
• An effective communicator, fluent in both Italian and English, with excellent negotiation and presentation skills.
• Results-driven, with a hands-on approach and the ability to execute both strategically and tactically.
• A team leader and player, able to inspire and develop a high-performing team.