On-site
SaaS
arbeitnow
About this role
About SonaFrontline work keeps the world running. Restaurants, hospitals, schools, nurseries, airlines, stores, emergency services. Together they employ 80% of the global workforce, over 3 billion people, and they're among the hardest businesses anywhere to run.
By-the-minute scheduling, HR and payroll make them far more operationally complex than the average office, yet just 1% of venture funding has ever gone to software built for them.Rising costs, wage increases, labour shortages and tighter regulation have made fixing that urgent.
Sona is the AI-native workforce management platform for frontline organisations, with agents that match staffing to real demand and take the admin load off managers.
That's a $500bn+ market the software industry has mostly walked past.We've raised over $100M from N47, Felicis, Gradient and Northzone, signed more than 100 enterprise customers across the UK and US, and opened offices in London, New York, Austin and Lisbon. More on working at Sona here (https://www.sona.ai/careers).
About the RoleWe're hiring a Founding Account Executive to win Sona's first customers in Italy and open the market for us. This is a senior, seller-first role, and you'll run every conversation with prospects in Italian, from the first call to the close.Our expansion into Europe is starting now and ramps up through 2027 across key markets.
Italy is one of them, and you'll own the go-to-market launch there. Colleagues across Sona will be running the product, operations and other launch activities, so your focus is winning customers, building partnerships and creating the collateral to sell.
With no sales team in market yet, you'll work with less support than a typical AE, and the team around you will grow as the market does.Day to day, you'll decide which Retail and Hospitality accounts to go after, from mid-market through to enterprise, and run consultative sales conversations yourself. You'll also build what a new market needs, including partnerships and Ital
Selling Motion
Sales Cycle
Enterprise
6–18 month cycles, complex multi-stakeholder deals
Prospecting
Channel / Partner
Sell through partners, resellers, or alliances
Buyer Persona
C-Suite
Selling to executive decision-makers
Requirements at a Glance
Typical Day — Account Executive
Estimates based on role type and selling motion — actual may vary by company.
SaaS — Interview Intel
Typical Sales Cycle
30–90 days (SMB) · 3–9 months (Mid-Market) · 6–18 months (Enterprise)
Common Buyer Objections
- "We're locked into a contract with [competitor]"
- "We built something in-house already"
- "We don't have budget until next quarter"
- "Our team won't adopt another tool"
Key Industry Metrics
Hot Topics to Reference
- • AI-native product disruption
- • PLG vs sales-led motion debate
- • Vertical SaaS consolidation
- • Usage-based pricing models
Use these insights to speak the buyer's language in interviews.
Tags
Walk me through your discovery process.
Template questionHow do you handle a prospect who goes silent mid-deal?
Template questionTell me about your largest closed deal and the sales cycle.
Template questionHow do you build business cases for stakeholders?
Template questionDescribe a deal you lost and what you learned.
Template questionAccount Executives are the revenue engine of any sales organization — this role will require strong pipeline management and closing skills.
Top SaaS reps often earn significant upside through accelerators once quota is exceeded.
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