Sales Director

Description Upstream delivers a cloud-based AI platform, purpose-built for the connected vehicles and smart mobility ecosystem. By leveraging mobility data, Upstream empowers customers with advanced, AI-driven applications across various use cases, including proactive vehicle quality monitoring and detection, cybersecurity detection and response (XDR), misuse detection, usage-based insurance, and more. Upstream is looking for an experienced and highly motivated Sales Director to join our EMEA Sales team and focus on developing our presence in key accounts across Southern Europe. In this role, you will be responsible for growing our customer base across Southern Europe, leading complex enterprise sales cycles with Automotive OEMs, Tier 1/2 suppliers, and other key players across the mobility ecosystem. As a Regional Sales Director, you will be responsible for direct sales activities within prospects and existing clients, as well as liaising with local representatives of partner organisations such as MSSPs and SIs, technology vendors and other automotive ecosystem players. This role is ideal for someone with deep enterprise sales experience in data-driven or AI-focused companies, combined with a strong understanding of the automotive and mobility landscape, and a proactive, curious mindset with a strong hunter mentality. This role is full-time and based in Italy. Upstream is a remote-first organization, and we are open to candidates based in other locations such as the UK, Germany, or Sweden. Responsibilities Build, manage and execute a territory plan for enterprise accounts in your assigned territory. Outbound prospecting into net-new accounts Apply MEDDPICC practices to qualify opportunities, drive predictability, and ensure disciplined execution across all account activities. Collaborate closely with Customer Success, Product, Marketing, and Technical teams to ensure alignment and maximize customer value. Engage with technology partners and service providers to accelerate and optimize our adaptation. Be able to to maintain and convey the value of Upstream’s solutions to different stakeholders including executives. Requirements 5+ years of experience in complex enterprise solution selling, within technology/software/data platform companies selling into large enterprises in verticals such as Automotive, Industrial, Utilities or IoT. Proven track record of success with net-new customers in enterprise B2B sales, with a focus on selling data-driven or AI products. Experience in the cybersecurity domain. Understanding of data-driven solutions and data management platforms within the Automotive and Mobility industry is a significant advantage Experience with target account selling, solution selling, or consultative sales techniques. Knowledge of MEDDPICC or similar qualification methodologies is an advantage. Experience working in high-growth agile startup or scaleup organizations. Driven by high level goals that can translate those into timely actions. Strong communication and presentation skills. Fluent communication skills in both English and Italian are required. Additional languages (e.g., German, Swedish) are an advantage.