Sales Manager – Small & Medium Business (SMB) – Italy

About the role

As the Sales Manager for the Small and Medium Business (SMB) team in Italy, you will lead a high‑performing sales organisation focused on growing Glovo’s restaurant partner network. You will manage a team of around ten Business Developers, set ambitious targets and ensure partners maximise their success on the platform.

Key responsibilities

• Define and execute a local sales strategy to consistently exceed acquisition and revenue targets across Italy.
• Lead, coach and develop Business Developers through hands‑on training, deal reviews and active participation in sales calls.
• Own key KPIs, use data‑driven insights to monitor performance and optimise revenue growth.
• Build and scale sales processes for partner acquisition, onboarding and long‑term success.
• Maintain pipeline health and forecasting accuracy using CRM tools.
• Collaborate cross‑functionally with Growth, Account Management and Operations to align strategies.
• Monitor market trends, competitor activity and customer feedback to inform pricing and messaging.

Required profile

• 5+ years of sales experience, including at least 2 years in a leadership role.
• Proven track record of driving performance in fast‑paced environments (start‑ups, tech, FMCG, SaaS or consulting is a plus).
• Strong strategic and analytical mindset with a data‑driven approach.
• Experience in B2B sales and high‑volume acquisition models.

Required skills

• Ability to lead, coach and develop sales professionals.
• Strategic planning and analytical decision‑making.
• Expertise in B2B sales and partner acquisition strategies.