Senior Account Executive, Nordics & Baltics

Accountabilities

• • Own revenue growth and sales execution across an assigned territory covering the Nordics and Baltics.
  • Develop and execute proactive, account-based outbound strategies targeting enterprise organizations across the region.
  • Manage complex enterprise sales cycles end to end, from prospecting and discovery through value positioning, stakeholder alignment, negotiation, and closing.
  • Drive consistent new-logo acquisition while expanding existing customer relationships through structured upsell and cross-sell opportunities.
  • Promote a portfolio of software supply chain and security solutions, identifying opportunities to broaden customer adoption across multiple products.
  • Build and maintain a healthy, multi-quarter pipeline capable of supporting consistent quarterly and annual revenue performance.
  • Maintain rigorous Salesforce CRM hygiene, ensuring opportunities, deal stages, next steps, and expected close dates are accurate and up to date.
  • Lead weekly forecast reviews and take full ownership of commit targets, upside opportunities, risks, next steps, and expected outcomes.
  • Exercise independent commercial judgment to overcome deal roadblocks, manage internal alignment, and navigate complex enterprise negotiations.
  • Build consultative, trust-based relationships with VPs of Engineering, CISOs, enterprise IT leaders, and other senior stakeholders.
  • Position solutions around customer challenges, business outcomes, risk reduction, development efficiency, and long-term strategic value.
  • Partner closely with Business Development Representatives and Field Marketing to generate targeted pipeline and engage relevant prospect communities.
  • Represent the organization as a regional subject matter expert at targeted marketing campaigns, field events, customer forums, and industry activities.
  • Increase regional market visibility and develop strong customer references across the developer, software, and security communities.
  • Leverage AI-enabled sales tools, data insights, and structured workflows to improve territory planning, prospecting, prioritization, and execution.
  • Consistently work toward quarterly and annual ARR targets across new customer acquisition and account expansion.

  Requirements

  • Proven track record of quota achievement or overachievement in enterprise SaaS sales, with meaningful experience selling into the Nordics and/or Baltics.
  • Demonstrated success managing both net-new enterprise acquisition and expansion of existing accounts through upsell and cross-sell strategies.
  • Strong experience managing complex, multi-stakeholder enterprise sales cycles independently.
  • Excellent operational discipline, including strong Salesforce expertise, accurate CRM management, and a consistent record of reliable revenue forecasting.
  • High level of personal accountability, commercial judgment, and ownership, with the ability to operate effectively without heavy reliance on supporting functions.
  • Strong consultative and value-based selling skills, with a focus on understanding customer challenges and building long-term strategic relationships rather than transactional sales.
  • Experience engaging senior technology and security stakeholders, including engineering leaders, CISOs, and enterprise IT decision-makers.
  • Ability to develop and execute structured territory and account plans using data, market intelligence, and customer insights.
  • Strong written and verbal business English communication skills.
  • Professional fluency in at least one Nordic language, such as Swedish, Danish, Norwegian, or Finnish, is preferred.
  • Experience selling cybersecurity, application security, software composition analysis, static application security testing, DevOps, cloud, software infrastructure, or related enterprise technology solutions is an advantage.
  • Comfortable using modern AI-powered sales tools, data-driven workflows, and automation to improve productivity and sales execution.
  • Strong negotiation, presentation, communication, and stakeholder-management capabilities.
  • Self-motivated, commercially disciplined, persistent, and comfortable working in a high-accountability remote environment.
  • Ability to balance strategic account development with hands-on prospecting, pipeline generation, and deal execution.
  • Willingness to contribute to regional events, customer forums, marketing campaigns, and broader market-development activities.

  Benefits

  • Fully remote position based within Europe.
  • Full-time employment.
  • Opportunity to own a high-growth enterprise sales territory across the Nordics and Baltics.
  • High level of autonomy and ownership within an established global sales organization.
  • Opportunity to work with enterprise customers and senior technology and security leaders across Northern Europe.
  • Exposure to the rapidly growing software supply chain security, application security, DevOps, and cloud technology markets.
  • Opportunity to contribute to regional market expansion and build a strong network of enterprise customer relationships.
  • Flexible working practices designed to support employees across different locations and working styles.
  • Parental leave policy.
  • Paid Volunteer Time Off (VTO).
  • Diversity and inclusion initiatives and employee working groups.
  • Equal-opportunity and inclusive working environment.
  • Opportunity to contribute to an industry recognized for innovation in software supply chain and application security.