Changing countries, industries or professional roles means navigating new markets, cultures and ways of working. But how much does previous experience matter when deciding to pursue a different career path? And which skills make it possible to build an international career without having to start from scratch?
These are some of the topics explored in the latest episode of The Career Toolkit by Rome Business School, featuring a conversation between Carla Ferrero, Career Advisor and Founder of Ni-Cons Career Consulting, and Marco Volpi, Director, Global Account Sales at Scalapay and member of Rome Business School’s Corporate Advisory Board. Drawing on a professional journey spanning London, Milan and Barcelona, Volpi shared his experience in international sales, discussing the challenges of geographical mobility, the transition from the software industry to fintech, and the skills needed to adapt to an ever-evolving job market.
After studying economics and completing an educational experience in Barcelona, Marco Volpi began his career in London, specializing in technology sales and gradually developing expertise in managing enterprise and strategic accounts. His professional journey subsequently took him to Milan and then back to Spain, where he currently holds an international leadership position at Scalapay.
During his conversation with Carla Ferrero, one of the first topics addressed was professional mobility. Moving abroad often represents an opportunity for growth, but it also involves overcoming challenges that go well beyond finding a job opportunity.
According to Volpi, knowledge of the local language is one of the main factors contributing to professional competitiveness, particularly in positions involving direct relationships with clients and business partners. This is accompanied by cultural differences, administrative requirements and the need to understand what companies expect in different markets.
The decisive factor, however, remains the ability to demonstrate the added value one can bring compared with candidates already established in the country. International experience can become a distinctive advantage when it allows professionals to introduce skills, perspectives and approaches that enrich an organization’s work.
Professional mobility is therefore not simply a geographical matter, but an exercise in professional adaptability: learning to work with different stakeholders, understanding new environments and making the most of one’s experience in competitive markets.
One of the most significant transitions in Volpi’s career was moving from the software and SaaS (Software as a Service) industry to fintech, a sector that combines technology and financial services.
Although both industries share a strong technological component, the transition required a considerable investment in learning. Fintech operates in an environment shaped by financial regulations, compliance requirements and commercial dynamics that differ from those of the software market.
Volpi explained that his first months at Scalapay were dedicated to acquiring new knowledge through collaboration with colleagues and managers, attending conferences and independent study. This process required an awareness that he did not immediately possess all the skills needed to succeed in the new industry.
His experience highlights an important lesson for anyone considering a career change: reinventing yourself does not mean erasing your previous experience, but rather identifying transferable skills and applying them in a different context.
The negotiation, relationship management and strategic account development skills he had acquired in the software industry provided a solid foundation for taking on new responsibilities at Scalapay. At the same time, his experience in a different industry allowed him to contribute perspectives that differed from those of professionals already specialized in fintech.
Carla Ferrero explored this aspect further, highlighting how many candidates tend to underestimate their professional backgrounds when considering a change of industry. Recognizing and effectively communicating transferable skills, however, becomes a valuable tool for navigating career transitions.
Working at Scalapay has also provided an opportunity to explore the less visible aspects of international commercial roles. Managing major accounts involves much more than sales: it requires building long-term relationships, navigating complex decision-making processes and developing an in-depth understanding of organizational needs.
Volpi described a professional routine involving frequent business trips, meetings with international clients and negotiations that can take considerable time. In some cases, commercial decisions within large companies may take years to materialize, making consistency, patience and the ability to manage delayed results essential.
In fintech, this complexity is further compounded by the continuous evolution of payment technologies and the regulatory requirements governing the industry. Staying up to date and understanding new products are therefore integral parts of the commercial role.
The conversation highlighted how professional growth also depends on the ability to navigate uncertainty and maintain a constructive attitude when facing challenges. This principle applies both to managing major accounts and to making career decisions.
Looking at the skills required of tomorrow’s professionals, Volpi identified artificial intelligence as one of the tools set to have the greatest impact on the future of work, including in roles that are not strictly technology-related.
In sales, for example, AI can support operational activities and analytical processes, helping professionals rethink how they organize and manage their work. For those entering the job market, becoming familiar with these tools is therefore a valuable investment, regardless of their chosen specialization.
Technological skills, however, must go hand in hand with transferable qualities such as flexibility, curiosity and a willingness to keep learning. According to Volpi, young professionals should approach the early stages of their careers as a period of experimentation, during which they learn to embrace feedback, take responsibility and engage with unfamiliar situations.
Another important point concerns the ability to actively seek out opportunities, particularly when pursuing an international career. Building professional relationships, expanding one’s network and approaching recruitment processes with perseverance can increase the chances of entering different job markets.
The conversation concluded with a reflection on the expectations that often accompany the beginning of a professional journey. The pressure to identify the ideal career path immediately can influence the decisions of students and recent graduates, particularly in a job market characterized by rapid change.
Looking back on his own experience, Volpi emphasized that even after ten years of professional activity, it is perfectly natural not to have a definitive vision of one’s future career. Decisions are made based on the information and opportunities available at a given moment, while new experiences gradually help redefine personal interests and goals.
Through The Career Toolkit, Rome Business School continues to foster dialogue between its community and professionals operating in international markets, offering practical insights into the transformations shaping the world of work.
The conversation between Carla Ferrero and Marco Volpi delivers a message that goes beyond the fintech industry: building an international career means making the most of what you have already learned, continuously developing new skills and recognizing change as an opportunity for professional growth.
