Gain insights into what it’s like to work as a sales consultant at Phi, with our ‘meet our sales consultants’ series.

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We were delighted to interview Tommaso Lugli, Global Strategic Account Manager and Sales Partner at Phi, contributing to our growth by developing key client relationships. We talked to him about his role at Phi and what motivates him to come to work every day. 

Read on to understand more about Tommaso’s experience so far at Phi.

Tell us about how you started at Phi 

“I joined Phi as an Associate in November 2019, supporting recruitment and resourcing. Even during the interview process, I could see that Phi was different – the pace was fast, the conversations were direct, and I met senior leaders right away. It was clear they cared as much about mindset and potential as past experience, and that gave me confidence this was a place where I could grow. That turned out to be true. 

“Within my first year, I moved from recruitment into sales and took on team leadership responsibilities. I started with a single line of business, but my remit expanded across regions and services as I gained more exposure and trust. Today, I focus on a small number of strategic global clients. 

“One of the initiatives I’m most proud of is taking a strategic account from 15 consultants in one location to more than 75 across the USA, EMEA, and Asia. That journey really reflects what Phi offers: if you show drive, take ownership, and deliver, you’re given opportunities that genuinely accelerate your career.” 

What does your day-to-day work involve?   

“I spend most of my time speaking with clients – building relationships, understanding what they’re trying to achieve, and identifying where Phi can help. My clients are mainly global investment banks. It’s a complex, fast-moving environment, so being close to my clients and staying ahead of their needs is essential. 

“I also oversee our recruitment function. I manage the team’s performance and coordinate closely with delivery and operations to make sure we always have the right talent ready when needed.“

What part of the role do you enjoy most? 

“I really enjoy building relationships with my clients – navigating complex organisations, and gaining trust. Understanding what drives their business is interesting. I like uncovering challenges they may not have voiced yet, and shaping solutions that can really help. And honestly, what salesperson isn’t energised by seeing a deal move from an initial conversation to a successful close? 

“And internally, I love the energy at Phi – the pace is fast and standards are high. Watching people in my team grow and supporting their development is incredibly rewarding.“

How have you developed since being at Phi?  

“Phi has pushed me to operate at a high level – with discipline, structure and resilience. I’ve learned how to think commercially and to own outcomes, not just tasks. Having direct access to senior leadership from the start accelerated my development. The structured training, regular feedback, and early responsibility all played a big role. I’ve definitely become more effective in my communication and much stronger at navigating senior stakeholders. 

“On a personal level, Phi has helped me build real confidence. Working in a fast-paced environment with high expectations has taught me how to stay calm under pressure, adapt quickly, and keep moving forward, even when things are challenging.” 

Tell us more about your team.

“My colleagues genuinely feel like family. We work in a high-performance environment, but there’s a real sense of looking out for each other – stepping in when someone needs support and celebrating wins together. People are generous with their time, quick to help, and proud of what the team achieves. 

“The atmosphere is respectful, open, and focused on delivering. We communicate well, share knowledge freely, and trust one another to deliver. Senior leaders are part of that culture too – they’re present and approachable. It creates a workplace where you feel connected and supported.” 

What advice would you give to someone looking for a career in your field?  

“Focus on learning fast and staying curious. Capital markets tech is complex, and the people who grow quickly are the ones who ask questions, listen, and absorb as much as they can from the experts around them. Don’t be afraid to ask. 

“Persistence and resilience are key. Sales in this space doesn’t always move quickly and you need to show up every day with the same energy. Communication matters just as much; being able to build trust, explain value clearly, and connect with people will take you far. 

I recommend reading SPIN Selling by Neil Rackham. Our CEO suggests it to everyone joining the sales team, and I still use its principles today.” 

What keeps you motivated?  

“I’m motivated by contributing to something meaningful – for the company and for myself. There’s a healthy level of competition within the team that drives all of us to improve and to aim higher. 

“I like the challenge of finding a way forward, no matter the circumstances. As our boss always says: good salespeople will always find a way!” 

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Would you like to work with Tommaso or with our wider Sales and Research Team? Check out our careers page for the latest open roles or contact us for further information on relevant services: sales@phipartners.com