🕒 25 days ago
Lidera contas de pesquisa de mercado em inovação, fortalecendo parcerias com clientes, identificando oportunidades de negócio e orientando projetos e equipes para transformar resultados de pesquisa em insights estratégicos.
Team Leader (Account Manager)
📅 Aug 27
📍 🇮🇹 Milan - Hybrid🎙️ Leadership🧑💼 Account Manager📢 🇮🇹 Italian Required📢 🇬🇧 English Required💼 Full-Time
Team LeadershipAccount ManagementSales CoachingPerformance Management
📜 Description
- Coach and mentor Account Managers through structured 1:1s, call reviews, and feedback using the Gong WIN Framework scorecard.
- Build team skills in buyer-centric and consultative selling, objection handling, and referral generation.
- Set performance expectations and create time-bound development plans with targets, support, and regular checkpoints.
- Own team commercial KPIs, forecasting, portfolio prioritisation, and corrective actions when performance drifts.
- Coordinate the Account Management motion with CSMs, Onboarding, and Support, ensuring clean handoffs and shared customer context in HubSpot.
🛠️ Requirements
- Experience leading or mentoring a sales / account management / customer success team, ideally in B2B SaaS.
- A track record of owning revenue KPIs (expansion, retention, NRR).
- Strong coaching instincts and comfort giving direct, structured feedback — including managing underperformance.
- Fluency in value-based / consultative selling and objection handling.
- Confident with CRM-driven workflows (HubSpot) and call-coaching tools (Gong).
- Italian and English.
✨ Benefits
- Welfare bonus on a monthly basis
- Bonus for paid English or German language courses.
- Training courses, books, workshops, and team-building activities for personal and professional growth.
- Partnership with Serenis (an online psychotherapy platform) - three sessions offered if needed.
- Team Building Budget
- Team Development Budget
- Regular company reunions (yearly meetups, Christmas dinner)
- Snacks and fruit always available in the office, along with good beer at the end of the week.
Full job description
Description
Alfadocs is a SaaS platform for dental practices. Account Managers are our growth catalysts: each owns a portfolio of ~500 practices, acting as their main point of contact and driving revenue growth through upsell/upgrade, retention, and qualified referrals — all executed through our WIN Framework (Buyer-centric way of selling + diagnostic selling).
The Team Leader leads this team. This is a player-coach leadership role: you own the team's commercial results, raise execution quality call by call, and keep the AM motion tightly aligned with the rest of Customer Success (CSMs, Onboarding, Support).
Key Responsabilities
Coach and mentor the team. Run regular call reviews using the Gong WIN Framework scorecard (Diagnosis, CODN, Solution Fit, Negotiation, Objection Handling, Close). Develop each AM's buyer-centric-selling, objection-handling, and referral-generation skills through structured 1:1s and feedback loops.
Drive performance management. Set clear expectations and help every AM reach their full potential. Spot development needs early and turn them into structured, time-bound growth plans with concrete targets, hands-on support, and regular checkpoints — so that progress is visible and every team member has a path to success.
Own the team KPIs end to end. Full accountability for the team's commercial results (see below), including forecasting, smart-list/portfolio prioritisation, and corrective action when targets drift.
Drive full alignment with peers. Keep the AM motion in sync with CSMs, Onboarding, and Support — clean handoffs, shared context in HubSpot, and a seamless customer experience across the journey.
Requirements
Experience leading or mentoring a sales / account management / customer success team, ideally in B2B SaaS.
A track record of owning revenue KPIs (expansion, retention, NRR).
Strong coaching instincts and comfort giving direct, structured feedback — including managing underperformance.
Fluency in value-based / consultative selling and objection handling.
Confident with CRM-driven workflows (HubSpot) and call-coaching tools (Gong).
Italian and English.
Administrative Info:
Contract: unlimited term contract (CCNL Commercio - 1° livello)
Salary: 40K-45K + 15% bonus OTE
Equipment: laptop, phone, headphones, keyboard, mouse, and a dedicated office monitor.
Location: Milano, Italia (Via Eritrea n. 21, 20157 – Palazzo Tecniche Nuove)
Hybrid-setting: 2-3 days per week in the office
Working hours: Monday - Friday | 09:00 - 18:00 | 1-hour lunch break
Trial Period: 6 months
Start Date: September 2026
Benefits
Welfare bonus on a monthly basis
Bonus for paid English or German language courses.
Training courses, books, workshops, and team-building activities for personal and professional growth.
Partnership with Serenis (an online psychotherapy platform) - three sessions offered if needed.
Team Building Budget
Team Development Budget
Regular company reunions (yearly meetups, Christmas dinner)
Snacks and fruit always available in the office, along with good beer at the end of the week.
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