May 2024 – Apr 2025 · 11 mos · Amsterdam

• FY24 Results:
• 46.9M in ACV against a baseline of 39.8M PS ACV, landing at:
• 1) GRR of 93.56% compared to a target of 91.5%
• 2) NRR of 119.4% against a target of 117.5%

Aug 2022 – Apr 2023 · 8 mos · Amsterdam, North Holland, Netherlands

• Promoted to manage a team of 10 Business Development Representatives covering the UKI, Benelux and Nordics markets
• Increased pipeline generation by 265% (+102 Stage 2 opportunities) and contribution to revenue by 162% (+$250K) by coaching, motivating and leading the team.
• Here are some of the activities that allowed me and my team to achieving the results above:
• Developed a team identity manifesto to get each BDR committed to a medium term common goal;
• Introduced a central repository of knowledge to reduce friction and speed up learning;
• Introduced Playbooks by each Zoom solutions to increase confidence and maximise success;
• Leveraged individual goals, humour, empathy and gamification to maximise motivation;
• Introduced the sales methodology Sandler and the effective communication techniques by Chris Voss to connect with prospects faster, easier and identify solid business opportunities;
• Set up recurring sessions dedicated to role-playing and putting into practice the learnings from the Team Meetings to enable progress;
• Walked each BDR through monthly reviews of their activity by purely looking at data (Data Driven Coaching) to let them be accountable;
• Encouraged the BDRs to strengthen a strategic relationship with their AEs (through a way of working called "the Pod strategy" for example) to facilitate relationship building;
• Refreshed and led a weekly meeting of the entire EMEA BDR org called "The weekly reflection" promoting tribe knowledge with constantly high levels of interactivity.

Aug 2021 – Jul 2022 · 11 mos · Amsterdam, North Holland, Netherlands

• Promoted to drive growth in the Southern Europe SMB team

Jul 2020 – Jul 2021 · 1 yr · Amsterdam, North Holland, Netherlands

• As an Account Executive, I partnered with companies between 50 and 1000 employees across Italy and the Mediterranean region to design and implement a frictionless communication and collaboration strategy with Zoom, which in turn can offer a better customer experience, improve brand perception, bring teams closer together, strengthen communications and increase productivity.

Nov 2018 – Dec 2019 · 1 yr 1 mo · Amsterdam Area, Netherlands

• Midaxo allows departments of Corporate Development to quickly (5X) and safely complete the end to end Merger and Acquisition cycles while minizing risks and errors.
• I was hired to cover the DACH and Italian Enterprise markets while assisting the Sales Manager to drive success across the entire Sales team.
• Consistently performed according to expectations (overachieved FY19 target of $120K by 117%);
• Coached and guided 3 BDRs;
• Built a qualified and active pipeline from scratch through cold calls and SDRs’ contribution (4X pipeline to quota coverage = $500K);
• My territories have been later expanded from Germany and Italy to the entirety of APAC and EMEA;
• Prepared, attended and followed up an M&A event in Düsseldorf, Germany
• Taken part to a Book Club with the Midaxo co-founder on M&A
• Written an article about M&A best practices to raise interest in Midaxo on social media (See attachment below);
• Created a visual chart capturing Midaxo key capabilities to assist the team in elaborating the value;
• Delivered presentations in team meetings to increase the team's sales acumen and instil a mindset of high performance (ask me about "The Influence triangle" deck for example);
• Crafted, collected and translated sales messaging and decks (Playbooks) across the entire sales cycle in English, Italian and German.

Jan 2018 – Sep 2018 · 8 mos

• Publicized Edo Agenda globally, reached 100.000 registered users and contributed to the successful acquisition from Moleskine:
• Creation of strategic documents focused on the company growth such as: Value Proposition, Pitch Deck, Business Plan
• Developed the Communication and Marketing strategy
• Created Digital Marketing content (videos, articles, posts)
• Social Media manager: paid and organic social
• Evangelist delivering presentations
• Reached out to Instagram influencers, Bloggers, Tech journalists to increase visibility
• Created case studies
• Dealt with large companies to seek acquisition and partnerships (Moleskine, Telecom Italy, Fairphone)
• Newsletter curation to increase active users ratio as well as activity on social media

May 2017 – Dec 2017 · 7 mos

• Edo.io srl is an Italian Software company based in Rome. Their first product was a collaboration platform where documents and chat would converge in order to optimize productivity and reduce confusion. Once Slack - a very similar competitor - became extremely popular, they decided to invest their technology achievements towards a distraction free planning tool that was heavily requested by their existing users.
• I started a collaboration with the CEO before the launch of their second product: Edo Agenda, a complete, smart and zen productivity app that combines notes, tasks, reminders and events in one single platform.
• As Advisor to the CEO, I assisted him in bringing structure and maximizing growth for their B2C app prior, during and after the launch.
• More specifically:
• Finetuned Business Pitch and Value Proposition
• Developed Business Plan: Advertising, Marketing and Digital Content strategy
• Developed the Business roadmap: I outlined goals and planned the order of tasks and activities for each area of the company based on available resources
• Created a content roadmap
• Developed Monetization strategy
• Market research, analysis and quantification
• Developed B2C & B2B strategy and approach
• Explored launching on the Kickstarter platform

Jun 2017 – Oct 2017 · 4 mos

• iMotion is an Italian Software House based in Bologna that produced the first ecosystem of Internet of Things. This end to end IoT solution includes the following components: Data Logger (Hardware component that captures information and triggers actions), Connectivity, Cloud platform (a dashboard to visualize and control all information) and Machine Learning.
• I assisted the CEO in mapping out his priorities and objectives, laying out a plan to achieve those goals and actively tested the Italian market. More specifically:
• Created value proposition, business pitch and qualification questions
• Mapped out the entire sales cycle from zero to contract signing
• Drafted list price for Hardware and Cloud/Mobility connectivity
• Tested the market with cold and warm calls to prospects
• Tested the market with Facebook and Google Adwords ads plus retargeting ads
• Looked into ways to find new customers via Google Analytics
• Calculated cost estimates and profit projection
• Done SWOT analysis
• Mapped out all staff, roles and activities required

Jan 2017 – Nov 2017 · 10 mos · Sydney, Australia

• Co-sold the largest Dropbox Business deal in the history of Dropbox as a company (for number of licenses) to University of Sydney
• Acted as manager of 2 SDRs dedicated to my territory
• Helped the largest Australian and New Zealand organizations innovate
• Developed strategy of approach to the Enterprise market (account prioritization per size, industry and install base plus role targeting and relevant messaging)
• Knowledge base specialist on competition: Google Cloud including Google Drive, One Drive and Box
• Managed the entire sales cycle
• Helped prospects calculate ROI
• Run presentations and workshops with prospects
• Covered ANZ territory

Jul 2015 – Dec 2016 · 1 yr 5 mos · Sydney, Australia

• Reported to the Mid Market and Enterprise Manager
• Prospected into organizations from 100 to 1000 staff and closed net new deals
• Covered the following states: VIC, SA, TAS and WA
• Developed a Marketing campaign for Dropbox as a company based on security
• Local champion of the official Dropbox sales methodology "Dropbox Way" and promoter of the company-endorsed sales methodology "Challenger Sales"
• Co-creator of “Referral Race” - a project on gamification of hiring intended to motivate the Sydney local office to refer candidates for vacant positions

Jun 2013 – Apr 2015 · 1 yr 10 mos

• Promoted to lead the expansion of the business of Oracle Linux and OVM
• Regional role overseeing the strategy of acquiring new prospects with a focus on Oracle's Key Accounts
• Supervised and coordinated the outbound efforts of 6 Inside Sales Representatives

Aug 2012 – May 2013 · 9 mos

• Field account manager: visited customers, attended events, closed deals
• Upsell and Cross-sell on existing customer base
• Direct and Channel led Business Development activities

Jan 2011 – Jul 2012 · 1 yr 6 mos

• Performed outbound calls to prospects and customers both for transactional campaigns and events follow up
• Uncovered needs, interests and qualified business opportunities
• Closed deals in cooperation with Field Sales, Pre-Sales and Oracle Partners.
• Covered NSW and VIC commercial and named accounts

Sep 2008 – Dec 2010 · 2 yrs 3 mos

• Performed outbound calls to prospects and customers both for transactional campaigns and events follow up; taken inbound calls
• Discovered needs, interests and qualified business opportunities
• Closed deals in cooperation with Field Sales, Pre-Sales and Oracle Partners.
• Constant achievement and over achievement of monthly and quarterly targets
• Responsible for extra tasks: Mentored new starters, call and product coaching
• Covered Italian, German and UK markets

Feb 2008 – Aug 2008 · 6 mos · Dublin area, Ireland

• Taken inbound calls in order to handle and solve technical issues from Business Users working for the multinational company KONE located all over Europe for the languages I can cover: Germany, Italy, Switzerland, Austria, France, Ireland, UK
• Knowledge Base Specialist: uploaded most common solutions in HP Intranet to allow all other colleagues across different customers (not KONE only) to take advantage of them
• Customer Satisfaction Analyst: contacted dissatisfied users from Italy, Germany, France and UK in their relevant languages, got feedback, tried to solve old issues, created a bond for customer retention purposes
• Inside Group Representative: participated to monthly meetings at organizational level, contributed with issues and suggestions from the floor and reported the outcome to Team Leaders who then cascaded it down to the floor
• Backup ICO: coordinated high impact incidents on a rarely basis by following an extremely critical process to bring entire KONE departments or branches up to speed with Internet Availability

Nov 2005 – Jan 2008 · 2 yrs 2 mos · Bologna Area, Italy

• Global market analysis per country and industry targeting leading Manufacturing companies in the Tractor, Boat, Cars and Motorcycle space located in EMEA, NA, APAC
• Business Development in these new foreign markets referring case studies from existing top customers such as Ferrari, Maserati, Lamborghini
• Further Marketing activities such as deeper research of competition, Public Relations, procurement and creation of fliers and banners, organizing trade fairs, business trips, events and congresses
• Attended all trade fairs worldwide (Parma, Milan, Turin, Hamburg, Wolfsburg, Munich, Frankfurt, Hannover, Copenhagen, Budapest, Boston, Moscow), even as single responsible to showcase our metal products, distribute fliers, deliver the elevator pitch and convince prospects to receive an initial quote
• Account manager/Inside Sales of German customers in the sales department
• Procurement officer by managing foreign low cost suppliers located in Bulgaria with visits on site
• Translated texts from and into English, German and French