Inside Sales Representative - Italy

Scaleway is experiencing hyper-growth, and our business in Italy is expanding rapidly! To support this strong momentum and scale our presence in the Italian market, we are strengthening our Business Development team in our Milan office. Your mission will be to proactively identify, contact, and qualify prospects across Italy to generate a high-quality sales pipeline. Working hand-in-hand with our local Account Executive based in Milan, you will actively participate in outbound prospecting and represent Scaleway at key industry events to boost our sovereign cloud adoption.

Responsibilities

Conduct targeted outbound prospecting to identify key decision-makers across the Italian market; maintain a high level of daily sales activity, combining structured call campaigns and tailored multi-channel cadences; leverage LinkedIn Sales Navigator, Outreach, and data enrichment tools to optimize outreach and target ideal points of contact; manage a steady flow of incoming leads generated by our expanding presence and brand awareness in Italy; partner closely with the local Account Executive to prepare for, attend, and follow up on key industry events and field marketing actions; rigorously manage lead data and pipeline stages in Salesforce/HubSpot; conduct discovery calls to uncover true client pain points rather than relying on a rigid checklist; qualify leads using the MEDDIC framework to ensure high-quality opportunities for the local region; challenge prospects' assumptions with courtesy and professional assertiveness; participate in strategy sessions to refine cadences and market penetration strategies for Italy

Requirements

Native or fluent in Italian (essential for building strong relationships in the local market); fluent in English (our main working language across hubs); 1 to 3 years of experience in an outbound-focused sales role (BDR/SDR/Inside Sales); demonstrated success in hitting activity quotas and a strong mastery of cold prospecting fundamentals; proficiency in MEDDIC or a similar sales qualification methodology; experience with modern sales stack tools (Salesforce/HubSpot, Outreach, LinkedIn Sales Navigator); strong ability to use open-ended questions to identify core business challenges; resilience: ability to handle constant rejection while maintaining positive energy and drive; curiosity: a natural 'hunter' mindset with a strong desire to understand how tech and cloud ecosystems work; coachability: openness to feedback and the capacity to quickly adapt sales techniques; assertiveness: comfortable taking charge of conversations and challenging prospects; active listening: ability to engage in authentic, consultative conversations rather than sticking strictly to a script

Benefits

Paris HQ Onboarding: 1-week onboarding program at Paris headquarters, travel and hotel accommodation covered by Scaleway (meals on your own); location and offices: vibrant Milan offices with collaborative modern workspace; hybrid work: up to 3 days remote work per week; catering and benefits: dedicated regional perks (meal vouchers/Swile card where applicable) and access to company wellness initiatives; well-being commitment: comprehensive support programs for work-life balance; international environment: representing dozens of nationalities across Paris, Lille, and Milan offices; career and mobility: internal mobility and career opportunities within the iliad Group