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.

PROFILE

• Bachelor’s or Master’s degree in technical or economic disciplines

• Several years of experience in sales roles, with at least 8–10 years selling cybersecurity solutions and platforms on behalf of vendors

• Proven sales track record (indicative minimum value: €2–4M/year in recent years, including software, subscriptions, and related services)

• Excellent command of the English language

• Knowledge of Spanish is considered a plus

• Strong proactivity, autonomous territory management, and ability to build high-value relationships

• Excellent communication, negotiation, and enterprise customer-management skills

• Availability to travel within the assigned area and to attend industry events

TECHNICAL SKILLS

• In-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 channel

• A consolidated portfolio of qualified contacts (CISO, Security Manager, CIO, IT Manager)

• Structured experience managing the entire sales cycle:

  • client hunting, qualification, and lead generation

  • pipeline building and forecasting

  • requirements gathering and needs analysis

  • proposal creation and presentation

  • negotiation and contract closure

• Ability to conduct direct B2B enterprise sales and manage complex sales cycles

• Aptitude for building and managing strategic partnerships with vendors and distributors

• Ability to define and execute commercial strategies and go-to-market plans for new solutions

WHAT WE OFFER

• A position within a fast-growing company in the Cybersecurity Intelligence and Cyber Risk market

• The opportunity to work with innovative proprietary platforms and a curated portfolio of selected vendors

• A key role in the national growth of ai.ESRA, with real autonomy and impact

• A competitive compensation package with MBO and sales incentives