Account Executive

Job Description:

• Own a Nordic territory and its revenue target from prospecting through signed contract and expansion
• Build and qualify pipeline through outbound activity, events, partners and inbound leads
• Run discovery with plant, operations, OT and IT stakeholders up to C-level
• Map customers' business cases for change
• Lead structured, multi-stakeholder enterprise sales cycles, including proofs of value, commercial proposals and negotiation
• Collaborate with pre-sales on demos, solution design and technical validation
• Co-sell with hyperscalers and system integrators
• Develop partner-sourced opportunities in the region
• Maintain accurate forecasts and opportunity data in Salesforce
• Expand existing accounts from first site to multi-site and global rollouts
• Provide market feedback to product, marketing and leadership
• Report to the EMEA sales lead

Requirements:

• 5+ years of B2B enterprise software sales experience
• Proven record of meeting or beating quota
• Direct sales experience in industrial software: IIoT, industrial DataOps, data historians, MES, SCADA, edge computing or manufacturing analytics
• Solid grasp of the OT/IT landscape in manufacturing and how plant data flows from machines to the cloud
• Experience selling into manufacturing, process industries, energy or similar industrial sectors
• Established network among industrial manufacturers in the Nordics
• Working understanding of Nordic buying culture, decision-making and procurement
• Familiarity with the regional partner and system integrator landscape
• Fluency in English and at least one Nordic language: Swedish, Norwegian, Danish or Finnish
• Comfortable running long, complex deals with many stakeholders
• Disciplined in qualification and forecasting using MEDDIC, MEDDPICC or similar
• Self-driven and comfortable building a territory in a growing team
• Based in the Nordics, ideally near Stockholm, Oslo, Copenhagen or Helsinki
• Must be located in Denmark, Sweden, Norway, Finland or Germany
• No visa sponsorship is offered

Benefits:

• Up to 40% travel within the Nordics and to EMEA team and partner events
• Remote work arrangement