Account Executive - FBK s.r.l.
Pubblicato il 31-07-2026 - FBK in Milano
We're FBK, an AI-powered tender management platform built for Life Sciences & Healthcare enterprises. We help companies find, manage, and win public tenders by automating the tender lifecycle — and for that, we need you to join us as an Account Executive.
What's in it for you
- The opportunity to sell an AI-powered product that's used and valued by global companies
- Direct ownership of enterprise opportunities and revenue results
- Close collaboration with customers, leadership, and cross-functional teams
- The opportunity to help shape our sales strategy and playbook
- A clear path to take on greater commercial responsibility
The team
You'll work closely with Business Analysis, Product, Pre-Sales, Customer Success, Marketing, and leadership.
You'll own the commercial relationship while coordinating the right internal stakeholders to move each opportunity forward.
The work you'll do
- Own the full sales cycle, from pipeline generation and qualification to negotiation and contract signature
- Work with Life Sciences & Healthcare organisations to understand their tender-management processes, demonstrate the value of FBK, and guide stakeholders through complex buying decisions
- Own an individual revenue target and be accountable for achieving your sales quota
- Build a healthy pipeline through account research, outbound activity, networking, and strategic account development, while managing opportunities generated by Marketing, founders, Pre-Sales, partners, referrals, and industry events
- Qualify opportunities and lead discovery meetings to understand customer processes, priorities, budgets, timelines, and decision criteria
- Build trusted relationships with business leaders, operational stakeholders, procurement teams, and executive decision-makers
- Deliver tailored product demonstrations, value propositions, business cases, and commercial proposals
- Manage consultative sales cycles, coordinating internal experts across functional, technical, security, legal, and procurement requirements
- Identify risks and blockers early, maintain deal momentum, and lead commercial negotiations through contract signature
- Maintain accurate CRM data, opportunity plans, next steps, expected close dates, and forecasts
- Ensure a structured handover to the teams responsible for implementation and Customer Success
- Share customer feedback and win-loss insights to improve our positioning, product, and sales playbook
The skills you bring
- 2+ years of experience in B2B software or technology sales, with direct ownership of the full sales cycle
- A demonstrated track record of achieving or exceeding individual revenue targets
- Experience managing both self-generated and company-generated opportunities
- Experience closing consultative deals involving multiple business, technical, and executive stakeholders
- Strong discovery, presentation, negotiation, and closing skills
- The ability to understand complex customer processes and translate them into measurable business value
- A structured approach to account prioritisation, pipeline management, CRM discipline, and forecasting
- Confidence navigating procurement, legal, security, and commercial approval processes
- Strong ownership, adaptability, and the ability to collaborate effectively while maintaining clear ownership of the deal
- Professional fluency in English and Italian
- Experience selling enterprise software to Life Sciences or Healthcare organisations
- Experience with public tenders, procurement processes, or tender-management solutions
- Experience selling AI-powered, workflow automation, or business process software
- Experience developing new markets, customer segments, or commercial processes
- An established network within Life Sciences, Healthcare, or tender-management functions
What FBK can offer you
- The opportunity to work in a unique and fast-growing field: Tender Management
- A team with diverse backgrounds to learn from and work with
- Investment in your personal growth through career paths, L&D; courses, mentorship, and more
- A unique combination of innovative atmosphere paired with great professionalism and self-responsible work
- Competitive compensation aligned with experience
- We measure results, not effort. We teach, not supervise. We solve, not execute.
How we hire
- Intro call with a member of the recruitment team to explore fit and alignment
- In-person meeting with the team if Milan-based, virtual otherwise
- Quick call with a member of the Leadership Team