Head of Commercial Partner StrategyCommercial·Stockholm·Hybrid

Position Overview

As the Head of Commercial Partner Strategy, you will define and execute the regional partner sales roadmap that drives revenue, market share, and brand influence across the Nordics & Central Eastern Europe.

Reporting to the regional CCO, you will craft the strategic vision and future roadmap, design partner centric GotoMarket (GTM) models, and lead a small cross functional team to deliver consistent, scalable growth in this high potential region.

Key Responsibilities

Strategic Planning & Execution

• Define a 3-5 year partner sales strategy for the Nordics & CEE, aligned with revenue goals, product roadmaps, and regional market dynamics.

• Build a regional GTM Blueprint (partner segmentation, funnel design, incentive structures, joint selling motions).

• Prioritize target partner ecosystems (creative agencies, system integrators, distributors) and create a development plan for each country.

Partner Management

• Recruit, qualify, and onboard new strategic partners in the region; negotiate high impact partnership agreements.

• Design and deliver partner enablement programs (training, qualification, playbooks) that equip partners to sell and support our solutions effectively.

• Review the Partners Performance regularly and focus on our mutual growth.

Market & Data Insight

• Together with our data team, gather and synthesize market intelligence (competitive positioning, regulatory shifts, channel trends) for each country within the Nordics & CEE.

• Leverage analytics (partner pipeline health, lead management, win rate, etc) to drive continuous improvement.

• Provide executive level insights and strategy updates to senior leadership.

Cross Functional Leadership

• Partner with Product, Marketing, Legal, Finance, and Operations to codesign bundled offers, joint marketing campaigns, and GTM motions that meet partner and customer needs in the Nordics & CEE.

• Cooperate with Commercial directors, Heads of brand and Support advisors and act as the central point of accountability for partner driven revenue in the assigned geography.

Revenue & Growth Enablement

• Set and own partner sales targets (volumes, revenue, pipeline) for the Nordics & CEE and design programs that align partner behavior with market objectives.

• Drive co-selling and codelivery initiatives with partners to accelerate sales cycles and increase deal sizes.

• Identify and launch cross sell initiatives in the region in cooperation with the group cross sell team.

Organizational Excellence

• Standardize processes where possible across the Nordics & CEE to ensure a seamless partner experience.

• Champion a culture of data driven decision making, implementing dashboards and reporting cadence for all regional partner stakeholders.

Core Metrics of Success

• Partner Generated Revenue Growth (YoY % and absolute ARR) in the Nordics & CEE

• Pipeline Conversion – % of total realization of the regional partner pipeline

• Deal Velocity – reduction in sales cycle length for partner closed deals in the Nordics & CEE

• Partner Satisfaction / Net Promoter Score (NPS) for regional partners

Required Qualifications

Education & Experience

• Bachelor’s degree in Business, Economics, Engineering, or a related field (MBA or relevant master’s preferred).

• 5+ years of experience in sales, channel/partner management, or business development.

Technical / Functional Skills

• Deep understanding of indirect sales models (reseller, system integrator, affiliates, marketplace).

• Proven expertise in GTM design, partner segmentation, and partner centric pricing.

• Strong analytical background – comfortable with forecasting, pipeline analytics, and contributing to building KPI dashboards (Excel, Power BI, Tableau, or similar).

• Familiarity with HubSpot and/or Exponea or similar.

Leadership & Soft Skills

• Strategic thinker who can translate data into actionable plans.

• Excellent negotiation and contract crafting abilities.

• Comfortable influencing across a matrixed organization and cooperating with remote, multicultural teams.

• Exceptional communication skills – capable of presenting complex strategy to executives and field teams.

• High Business acumen

Fluency in English and Swedish. Finnish, Hungarian, Serbian, Czech or Slovak are a plus.

Preferred Experience

• Proven track record of strategic partner sales in the Nordics and/or CEE markets.

• Experience building partner ecosystems for SaaS, Cloud, or Enterprise Software solutions.

• Familiarity with partner centric revenue models such as consumption based or outcome-based contracts.

• Knowledge of regional regulatory frameworks that affect indirect sales (e.g., GDPR, data sovereignty laws, export controls, local tax regimes).

Work Environment & Travel

Hybrid with some travel across the Nordics & CEE (partner meetings, regional workshops, industry events).

Departments

Commercial

Locations

Stockholm

Remote status

Hybrid

LinkedIn Company Name

Loopia

Seniority Level

N/A

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