Niccolò Virno

Critic
DISC Type : C

GTM Director at ElevenLabs

Italy

Overview

Niccolò is a Go-to-Market specialist at the AI unicorn ElevenLabs, with a background in enterprise sales at Google and Salesforce. He specializes in AI and SaaS products, driving growth across European markets. He holds a Master in Management from ESCP Business School and certifications in data analytics.

He possesses a strong international background, having studied in Shanghai and managed business across eight EMEA countries. Niccolò is also an active participant in the Italian tech community, recently presenting at the Tech Lead Summit in Rome and sharing industry news in Italian.

Unique fact: He has a remarkable record of sales excellence, winning 7 sales awards at Google and achieving 163% of his annual target at Salesforce.

Personality Overview

Critic

Precise

Objective Thinker

They like to take decisions independently and do not seek others' support often.  It is very likely that they will negotiate pricing or other important terms. They prefer to analyze logically and value objective facts over emotions.

Topics They Care About

AI Voice Technology
Currently focused on GTM for ElevenLabs, a leader in AI audio research and conversational AI agents. He frequently posts about advancements like controlling AI voice emotions.
Enterprise AI Adoption
His experience includes driving enterprise adoption of GenAI, Agents, and Predictive Analytics for major companies at Salesforce, Google, and now ElevenLabs.
Go-to-Market Strategy
His entire career focuses on bringing tech products to market, driving new business acquisition, and expanding market penetration for startups and growth businesses.

Media Appearances

Inside ElevenLabs GTM: Speed, Culture, and Growth. Featured in The SaaS Revolution Show (Podscan.fm)

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Inside ElevenLabs GTM: Speed, culture, and growth. Featured in SaaStock

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Work History

5-2025
GTM Director at ElevenLabs
5-2025
GTM at ElevenLabs
6-2024 - 5-2025
Account Executive - Startups & Strategic Industries at Salesforce
10-2023 - 6-2024
Account Manager EMEA & Pilot Lead at Google
1-2023 - 11-2023
Enterprise Account Manager - Norway at Google

Education

Master in Management from ESCP Business School
M.Sc in International Business from Shanghai Jiao Tong University

More Information

Social Presence :

Prographics :

Exp : 6 Location : Italy Job Level : Mid-senior Designation : GTM Director at ElevenLabs
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Insights For Selling To Niccolò

During A Call Or A Meeting

DO's

  • Don’t forget to mention how you compare to competition on both features and pricing
  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories
  • Keep some extra margin while sharing pricing, they are likely to negotiate later

DONT's

  • Avoid pushing them too much to involve other stakeholders unless it is critical
  • Don’t try to give too many examples of other users, they like to make their own decisions
  • Don’t try too hard to build a relationship with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Niccolò is

  • Proof of ROI, low pricing and objective proof points are the important factors for them.
  • Will you ever get a clear answer from Niccolò

  • They do not mind saying no if they believe that it is the right decision.

Insights For Deal Planning

    How fast (or slow) will Niccolò move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Niccolò take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Niccolò

Personality Compatibility


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