Ai.ESRA operates as a specialized vendor focused on developing ESRA, the proprietary Cyber Risk Analytics platform. Joining ai.ESRA means contributing to an innovative technology that is transforming the way companies manage cyber risk through a continuous, data-driven approach.
The goal of this role is to accelerate ai.ESRA's growth in the Italian market — with particular focus on the Rome area — by expanding the presence of our Cyber Risk Analytics platform.
The Sales Manager will be responsible for driving business development related to the ESRA solution, leading the acquisition of new clients and strengthening strategic relationships with CISOs, CIOs, and IT Managers.
The new team member will work closely with the Pre-Sales team, the Product team, and the Marketing team to share new leads, contribute to go-to-market strategies, and ensure the achievement of commercial targets.
The role will report directly to the Chief Revenue Officer.
PROFILEBachelor's or Master's degree in technical or economic disciplinesSeveral years of experience in sales roles, with at least 8–10 years selling cybersecurity solutions and platforms on behalf of vendorsProven sales track record (indicative minimum value: €2–4M/year in recent years, including software, subscriptions, and related services)Excellent command of the English languageKnowledge of Spanish is considered a plusStrong proactivity, autonomous territory management, and ability to build high-value relationshipsExcellent communication, negotiation, and enterprise customer-management skillAvailability to travel within the assigned area and to attend industry events
TECHNICAL SKILLSIn-depth knowledge of the cybersecurity market and major solution categories, including: GRC and Cyber Risk Management Platforms, Vulnerability Management, Attack Surface Management, Network & Cloud Security, Identity & Access Management, Threat Detection & Response (EDR, XDR, SIEM)Knowledge of the vendor ecosystem and the Italian distribution channelA consolidated portfolio of qualified contacts (CISO, Security Manager, CIO, IT Manager)Structured experience managing the entire sales cycle:
client hunting, qualification, and lead generationpipeline building and forecastingrequirements gathering and needs analysisproposal creation and presentationnegotiation and contract closure
Ability to conduct direct B2B enterprise sales and manage complex sales cyclesAptitude for building and managing strategic partnerships with vendors and distributorsAbility to define and execute commercial strategies and go-to-market plans for new solutions
WHAT WE OFFERA position within a fast-growing company in the Cybersecurity Intelligence and Cyber Risk marketThe opportunity to work with innovative proprietary platforms and a curated portfolio of selected vendorsA key role in the national growth of ai.ESRA, with real autonomy and impactA competitive compensation package with MBO and sales incentives
The job search refers to candidates of both genders