Positive

Sales

• Build, structure, and scale the Italian sales department
• Lead, structure, and daily manage a team of 6 SDRs, with plans to grow to 8 by 2027
• Design and execute onboarding programs
• Train, coach, and continuously upskill new hires
• Prospect, navigate complex sales cycles, and close key strategic deals
• Lead by example through hands-on sales execution
• Drive cross-selling initiatives to expand Positive’s global market footprint and increase account value
• Collaborate with the CRO and Managing Director to align local strategy with global objectives
• Track pipeline health in the CRM
• Optimize SDR performance metrics
• Report directly to the Managing Director and work closely with the CRO

Head of Sales

Sales Operations Manager

• Generate and enrich lead lists to supply the SDR Hub with qualified prospects
• Identify target companies and contacts based on solutions, customer profiles, and markets
• Set up outbound email campaigns to warm up leads before SDR outreach
• Analyze results and identify opportunities for improvement
• Challenge existing processes, tools, and methods, while monitoring market best practices
• Work closely with the SDR Hub and Marketing teams to align targeting, messaging, and priorities
• Scale prospecting efforts by measuring, refining, and deploying effective approaches
• Support the growth of the SDR Hub and improve sales performance

Sales Operations Specialist

Security Engineer

• Build the security function from the ground up and own the overall security posture
• Define and drive the cybersecurity strategy
• Maintain the risk register and facilitate monthly committees
• Lead ISO 27001, NIS2, GDPR, and DORA compliance programs
• Manage internal and external audits and third-party risk
• Establish and evolve the Secure Software Development Life Cycle (SSDLC)
• Lead threat modeling, architecture reviews, and Secure by Design initiatives
• Oversee SAST, DAST, SCA, penetration testing, and container/IaC scanning
• Manage vulnerabilities, dependencies, patching, and remediation plans
• Build incident response and crisis management capabilities
• Define logging, monitoring, and detection requirements with Operations and IT
• Lead the Disaster Recovery Plan (DRP) and Business Continuity Plan (BCP)
• Respond to customer security questionnaires and audits
• Support Sales, Customer Success, and Legal teams on compliance matters
• Maintain security documentation and evidence repositories
• Roll out training programs and develop the Security Champions network
• Define and oversee the AI usage policy
• Monitor technology and regulatory developments

Lead Security Engineer

• Lead, inspire, and daily manage a team of 6 Italian Sales Development Representatives, with plans to grow the team to 8 by 2027
• Build, structure, and scale the Italian sales department from the ground up
• Design and execute onboarding programs
• Train, coach, and continuously upskill new hires
• Prospect, navigate complex sales cycles, and close key strategic deals
• Lead cross-selling initiatives to expand Positive’s global market footprint and increase account value
• Collaborate with Paolo and Laurent to align local strategy with global objectives
• Track pipeline health in the CRM
• Optimize SDR performance metrics
• Report directly to the Managing Director and work closely with the CRO

Head of Sales

Sales Operations Specialist

Lead Security Engineer

SaaS Sales Manager