Account Executive

This is a fully remote position, open to applicants in Sweden.

📋 Description

• Take ownership of commercial outcomes within a designated mid-market territory and a portfolio of current clients.

• Drive the acquisition of new logos, upselling, cross-selling, and successful renewals.

• Develop and implement territory and account strategies.

• Prioritize activities based on revenue potential, customer significance, deal quality, and likelihood of progression.

• Oversee the entire sales cycle, from prospecting and opportunity identification to qualification and closing.

• Collaborate with reseller and MSSP channels to generate, develop, qualify, and close sales opportunities.

• Conduct consultative discovery focusing on the customer's environment, priorities, risks, outcomes, and requirements.

• Create business cases, proposals, and mutual action plans.

• Address objections and negotiate while safeguarding value, pricing integrity, and customer trust.

• Identify, prospect, and cultivate new mid-market opportunities through outbound, inbound, partner, and event-driven activities.

• Build a pipeline of new logos and maintain disciplined qualification processes.

• Increase adoption across users, use cases, products, business units, and geographic locations.

• Collaborate with Renewals and Customer Success teams on renewal strategies and customer risk management.

• Maintain pipeline management, forecasts, CRM data, account records, activity tracking, and commercial reporting.

• Convert complex technical concepts into tangible business value.

• Define success criteria and lead Proof of Value initiatives.

• Partner with SDRs, Marketing, Channel, Customer Success, Renewals, Sales Engineering, and technical teams.

• Coordinate demonstrations, technical validation, handovers, and customer experience.

• Participate in account reviews and Quarterly Business Reviews (QBRs).

⛳️ Requirements

• Proficient in Swedish and English, both spoken and written.

• Demonstrated success in full-cycle B2B sales, including securing new logos and expanding existing customer accounts.

• Ability to balance acquisition, expansion, and renewal efforts within a specific territory or portfolio.

• Experience in selling to mid-market organizations, with a strong understanding of their purchasing behaviors, resources, and commercial limitations.

• Strong prospecting and pipeline generation skills, including the ability to create opportunities in cold accounts.

• Excellent consultative discovery and value-selling abilities.

• Experience in identifying and securing upsell and cross-sell opportunities while facilitating successful renewals.

• Capacity to establish credibility at the executive level and build relationships with technical, business, financial, and senior stakeholders.

• Strong commercial judgment in qualification, negotiation, pricing, forecasting, and deal progression.

• Disciplined in account and territory planning, with strong organizational skills and the capability to manage multiple opportunities and timelines.

• Basic knowledge of cybersecurity, SaaS, or technical solutions.

• Proven ability to collaborate effectively across sales development, marketing, partners, customer success, renewals, and technical teams.

• Resilient, adaptable, and accountable in a target-driven, high-growth, and often ambiguous environment.

🏝️ Benefits

• Investment in skills, learning, and career development opportunities.

• Equal opportunity employment.

• Reasonable accommodations for qualified individuals with disabilities.