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Job Description
Overview Lead and grow the Enterprise business across the Nordic and Baltic countries. Own regional revenue targets, coach a high‑performing sales support team, and drive new logo acquisition and expansion through direct and partner channels. Key Responsibilities Market Strategy Define regional go‑to‑market for mid‑market; segment territories, set targets, and prioritize industries. Monitor market trends, competitors, and pricing to inform strategy. Regional ownership Coach BDRs; establish performance standards and enablement plans Run weekly pipeline reviews and commit calls; drive accountability and continuous improvement for the region/area of responsibility Pipeline Demand Partner with Marketing on campaigns, events, and ABM; ensure 3x+ pipeline coverage. Build executive level relationships within target accounts. Sales Execution Lead full sales cycle: discovery, solutioning, proposals, negotiations, and closing. Apply consultative methodologies (e.g., MEDDICC/Challenger) to improve win rates and deal quality. Channel Partnerships Partner on Recruiting and managing VARs/resellers/distributors with Alliances Manager for the region; execute joint business plans and cosell motions. Utilize our partner network to grow business and pipeline for the territory/area of responsibility Customer Growth Collaborate with Customer Success on onboarding, adoption, and expansion/upsell plans for your new Customers. Escalate and resolve commercial or delivery risks proactively. Forecasting Reporting Own Assigned territory forecast accuracy and pipeline health; maintain CRM hygiene and dashboards. Report performance, insights, and risks to EMEA leadership. Cross‑Functional Collaboration Coordinate with Product, Finance, Legal, and Operations to remove friction and accelerate deals. Qualifications 5–7+ years B2B sales experience (mid‑market focus), including leading sales supporting teams across multiple countries. Proven record of exceeding targets with typical deal sizes €200k–€1,000k and multi‑stakeholder cycles. Experience in direct and channel sales motions within the Nordics/Baltics. Fluency in English and at least one Nordic Language, Swedish preferred. Strong command of CRM (Salesforce/HubSpot), sales analytics, and enablement tools. Right to work within the region; willingness to travel 30–50%. Core Competencies Consultative selling and executive storytelling Data‑driven territory planning and forecasting Cross‑cultural leadership and coaching Negotiation and complex deal management Partner development and joint GTM execution