Senior Account Executive, Nordics – Baltics

This is a fully remote position, open to applicants in United Kingdom, +1 more country.

📋 Description

• Implement a proactive, account-focused outbound sales approach aimed at enterprise clients in the Nordics and Baltics.

• Oversee comprehensive enterprise sales processes from initial discovery and value proposition to stakeholder engagement and final closing.

• Secure new enterprise logos and promote multi-product usage within existing accounts.

• Ensure stringent Salesforce (SFDC) CRM maintenance and real-time monitoring of the sales pipeline.

• Conduct weekly forecasting sessions and manage commitment goals, potential opportunities, next steps, and timelines.

• Independently address deal obstacles, achieve internal alignment, and handle complex negotiations.

• Act as a regional subject matter expert for Sonatype in marketing initiatives, field events, and customer engagements.

• Collaborate with Business Development Representatives and Field Marketing to create a focused pipeline.

• Establish consultative relationships with VPs of Engineering, CISOs, and leaders in enterprise IT.

• Meet quarterly and annual ARR goals for both new logo acquisitions and account expansion targets.

• Develop a predictable forward pipeline, enhance brand visibility, and establish enterprise customer references across the Nordics and Baltics.

⛳️ Requirements

• Proven track record of exceeding sales quotas in enterprise SaaS within the Nordics and/or Baltics regions.

• Demonstrated success in acquiring new enterprise logos and expanding existing accounts through upselling and cross-selling strategies.

• Strong accountability for maintaining accurate CRM records in Salesforce (SFDC).

• History of reliable and consistent revenue forecasting on a weekly basis.

• High level of personal responsibility, sound business acumen, and a self-motivated approach.

• Capability to independently navigate enterprise sales cycles.

• Genuine, trust-based consultative selling approach.

• Proficiency in utilizing modern AI sales tools, data insights, and organized workflows.

• Preferred: Experience in selling Cybersecurity, Application Security (SCA/SAST), DevOps, Cloud, or Software Infrastructure solutions.

• Preferred: Professional fluency in any Nordic language (Swedish, Danish, Norwegian, or Finnish) in addition to fluent business English.

🏝️ Benefits

• Diversity & Inclusion Working Groups

• Parental Leave Policy

• Paid Volunteer Time Off (VTO)

• Flexible working arrangements

• Support for disability accommodations