Account Executive, Italy & Nordics (d/f/m)

This position is office-based hybrid in Madrid - 3 days per week.

Become an Account Executive for Italy and the Nordics and join our growing Go-to-Market — Sales department. Together, we drive Personio's success in two of our most exciting and fastest-growing regions in Europe. You will be part of the team covering South & North Europe, owning the full sales cycle and building long-term relationships with HR leaders and decision-makers across the Italian and Nordic markets.

This role is based in our Madrid office and reports into the regional Sales leadership. It's a high-visibility, high-impact position with direct exposure to senior leadership and significant room to grow as a commercial professional.

Role Responsibilities: What you'll do

• Own the full sales cycle from first touch to close, primarily with SMB and mid-market customers across Italy and the Nordics.
• Take full ownership of both inbound and outbound pipeline generation — this is not an SDR-supported role; you build, qualify, and close your own deals.
• Run discovery calls, product demos, and commercial negotiations with HR leaders, founders, and C-level decision-makers.
• Once a deal is closed, manage a clean handover to the Account Manager to ensure a smooth onboarding and long-term customer success.
• Develop deep expertise in the Italian and Nordic HR landscapes — understanding local buyer behaviour, regulation, and competition.
• Partner cross-functionally with Marketing, Customer Success, Partnerships, and Revenue Operations to drive new business growth.
• Consistently meet and exceed quarterly and annual revenue targets.
• Accurately forecast and manage your pipeline in Salesforce, contributing to a strong data-driven sales culture.

• Native Italian speaker - this is essential.
• Very high level of English (C1/C2) - you will run the Nordic market entirely in English.
• Based in Madrid, or willing to relocate to Madrid (this is an office-based role with flexibility).
• You thrive in full-cycle sales, owning the entire sales process from prospecting and qualification through to negotiation and close, without relying on BDR support.
• You excel at consultative selling, guiding prospects through their evaluation process, influencing decision criteria, and navigating multi-stakeholder buying centers in small and mid-market companies.
• You're a strategic territory planner, able to build and execute account plans, prioritize high-value opportunities, and consistently hit or exceed your revenue targets.
• You bring high energy and a hunter mentality, proactively seeking new opportunities, leveraging your network, and demonstrating resilience in a fast-paced sales environment.
• You have a growth mindset, with experience in top-tier sales methodologies (e.g., MEDDIC) and a strong intrinsic motivation to continuously improve and overachieve your goals.

Personio is an equal opportunities employer, committed to building an integrative culture where everyone feels welcomed and supported. We embrace uniqueness and understand that our diverse, values-driven culture makes us stronger. We are proud to have an inclusive workplace environment that will foster your development no matter your gender, civil status, family status, sexual orientation, religion, age, disability, education level, or race.

At Personio, we value in-person collaboration while also offering flexibility. This role is office-based, with 3 days per week required in your contracted office location. The remaining days can be worked from home or in the office if you prefer. In addition, you’ll have 20 Flex Days per year to work remotely from other locations.

Aside from our people, culture, and mission, check out some of the other benefits that make Personio a great place to work:

• Receive a competitive reward package – reevaluated each year – that includes salary, benefits, and pre-IPO equity
• Enjoy 28 days of paid vacation, plus an additional day after 2 and 4 years
• Make an impact on the environment and society with 1 (fully paid) Impact Day
• Receive generous family leave, child support, mental health support, and sabbatical opportunities
• We enjoy gathering for meals, cultural initiatives, and events like local Summer Sessions and year-end celebrations. There's also healthy snacks, drinks, and a weekly catered lunch