Senior Account Executive, Nordics & Baltics

1 нед. назад

United KingdomEuropeSeniorRemote

salesforcecrmenterprise salescustomer relationship managementnegotiation

Lead revenue growth and acquire high-value enterprise accounts across the Nordics and Baltics region for a software supply chain security solution provider.

О компании

is the software supply chain security company. We provide the world’s best end-to-end software supply chain security solution, combining the only proactive protection against malicious open source, the only enterprise grade SBOM management and the leading open source dependency management platform. This empowers enterprises to create and maintain secure, quality, and innovative software at scale. As founders of Nexus Repository and stewards of Maven Central, the world’s largest repository of Java open-source software, we are software pioneers and our open source expertise is unmatched. We empower innovation with an unparalleled commitment to build faster, safer software and harness AI and data intelligence to mitigate risk, maximize efficiencies, and drive powerful software develo

Обязанности

Execute a proactive, account-based outbound sales strategy targeting enterprise accounts across the Nordics and Baltics.
Manage full enterprise sales cycles end-to-end—from discovery and value framing to complex stakeholder alignment and closing.
Drive a balanced portfolio motion: acquiring new enterprise logos while systematically expanding multi-product adoption (Nexus Repository, Lifecycle, Firewall, and Nexus One) across active accounts.
Maintain rigorous CRM hygiene within Salesforce (SFDC), ensuring real-time pipeline tracking, accurate deal stages, and transparent deal progression.
Conduct precise weekly forecast reviews, taking full accountability for commit targets, upside opportunities, next steps, and expected outcome timelines.
Demonstrate independent ownership and sound commercial judgment to navigate deal roadblocks, internal alignment, and complex negotiations without heavy reliance on supporting business units.
Actively represent as a regional subject matter expert, participating in targeted marketing campaigns, local field events, and customer forums to create brand momentum across the Nordics and Baltics.
Partner closely with Business Development Representatives (BDRs) and Field Marketing to build targeted pipeline and engage prospect communities.
Build authentic, consultative relationships with VPs of Engineering, CISOs, and enterprise IT leaders, earning trust by aligning platform capabilities to customer outcomes.
Consistent quarterly and annual ARR quota attainment across both new logo acquisition and account expansion targets.
Highly accurate, predictable weekly revenue forecasts with a multi-quarter forward pipeline built across the region.
Scaled brand presence and enterprise customer references across the Nordics and Baltics developer and security community.

Требования

Enterprise SaaS Track Record: Demonstrated history of quota overachievement in enterprise SaaS sales across the Nordics and/or Baltics regions.
Balanced Sales Capability: Proven success executing both net new enterprise logo acquisition and growing existing accounts via upsell/cross-sell motions.
Operational & Forecast Discipline: High accountability for CRM accuracy in Salesforce (SFDC) and a track record of consistent, reliable weekly revenue forecasting.
Autonomy & Ownership: High personal accountability, strong business judgment, and a self-starter mindset confident in navigating enterprise sales cycles independently.
Consultative Value Selling: Authentic, trust-based selling style focused on understanding customer challenges and creating long-term strategic value rather than transactional pressure.
AI & Workflow Adaptability: Ability to leverage modern AI sales tools, data insights, and structured workflows to drive efficient territory planning and execution.
Domain Experience: Background selling Cybersecurity, Application Security (SCA/SAST), DevOps, Cloud, or Software Infrastructure solutions.
Language Skills: Professional fluency in a Nordic language (Swedish, Danish, Norwegian, or Finnish) alongside fluent business English.