Account Executive, Sports & Betting (Media & Entertainment)

Overview of the Role Salesforce is looking for a senior, entrepreneurial Account Executive to lead our growth in the Sports and Betting space in Italy. You will own a focused set of named accounts across two segments: enterprise gaming and betting operators, and enterprise and mid-market sports organisations, primarily football clubs.

Betting is a largely greenfield opportunity for Salesforce in Italy: we are looking for someone who can open doors, build credibility with C-level stakeholders and turn first conversations into strategic, multi-cloud relationships. In football, you will help clubs transform how they engage fans, grow commercial revenue and monetise their data.

Think of yourself as the “General Manager” of your territory: mapping account strategies, orchestrating resources and acting as an extension of your customer. You will work closely with product specialists (co-primes), Solution Engineers and Architects, and our partner ecosystem to bring the full Salesforce platform, including Data Cloud and Agentforce, to your accounts.

Responsibilities

• Build and execute account plans for a portfolio of named betting operators and football clubs, with a strong focus on net new logos and expansion.
• Leverage your existing network to open and accelerate opportunities with key decision makers (CEO, CMO, CDO, CIO, Head of CRM, Head of Fan Engagement, Chief Commercial Officer).
• Act as a trusted digital advisor, deeply understanding your customers’ business challenges: player acquisition and retention, responsible gaming and regulatory compliance, fan engagement, ticketing, sponsorship and membership revenues.
• Lead complex, multi-stakeholder sales cycles from first contact to close, building compelling business cases and value-based proposals.
• Orchestrate internal teams and partners to design winning strategies and deliver measurable outcomes.
• Maintain an accurate pipeline and forecast, consistently delivering against quota.
• Represent Salesforce at industry events and within the Italian sports and gaming communities, contributing to our brand and to our Ohana.

Required Skills and Qualifications

• Degree or equivalent relevant experience. Experience will be evaluated based on the core competencies for the role (e.g. leadership roles, work experience, volunteer roles, military experience).
• 6+ years of technology sales experience, preferably in Software, SaaS or Business Applications, with a significant part in enterprise accounts.
• An established network of relationships within the Italian gaming and betting industry.
• Proven track record of net new business in greenfield or under-penetrated territories.
• Experience managing long, complex sales cycles with large deal sizes and multiple stakeholders, including C-level.
• Solid forecasting discipline and consistent overachievement of quota and revenue goals in the Italian market.
• Fluent in Italian and English.

Preferred Skills and Qualifications

• An established network within Italian football (Serie A clubs and related organisations).
• Direct experience selling to betting operators, sports clubs, leagues or sports media.
• Understanding of the Italian regulatory landscape for gaming (ADM, responsible gaming, data privacy).
• Familiarity with CRM, Customer Data Platforms, marketing automation or AI use cases in sports and entertainment.
• Formal sales methodology training (e.g. MEDDPICC, Challenger, Command of the Message).
• Ability to build strategic alliances with partners and system integrators.
• Excellent interpersonal, executive presence and storytelling skills.
• Highly self-motivated, comfortable operating with autonomy in a fast-paced environment.