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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in full-cycle B2B sales, including new-logo acquisition, upselling, and renewals within mid-market organizations. Proficient in consultative discovery, value-selling, and managing complex sales processes while collaborating across various teams.
Highest-signal resume keywords
Full-Cycle B2B SalesConsultative DiscoveryPipeline GenerationTerritory PlanningCybersecurity Knowledge
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
New-Logo AcquisitionUpsellingCross-SellingOpportunity QualificationNegotiationCommercial JudgmentAccount ManagementForecastingValue-SellingSales Cycle Management
Soft Skills
Relationship BuildingResilienceAdaptabilityAccountabilityOrganizational Skills
Tools & Technologies
CRM SoftwareSales ToolsTechnical SolutionsSaaS Platforms
Industry Keywords
Mid-Market SalesCustomer SuccessSales DevelopmentMSSP ChannelsCommercial Performance
Tech Stack
Tools & technologiesCyber Security
About the role
Key responsibilities & impact- Own commercial performance across an assigned mid-market territory and portfolio of existing customers
- Drive net-new logo acquisition, upsell, cross-sell and renewal outcomes
- Build and execute territory and account plans
- Prioritise activity based on revenue potential, customer value, deal quality and progression likelihood
- Manage the full sales cycle from prospecting and opportunity identification through qualification and closing
- Work with reseller and MSSP channels to generate, develop, qualify and close opportunities
- Lead consultative discovery focused on customer environment, priorities, risk, outcomes and requirements
- Develop business cases, proposals and mutual action plans
- Handle objections and negotiate while protecting value, pricing integrity and customer trust
- Identify, prospect and develop new mid-market opportunities through outbound, inbound, partner and event-led activity
- Build new-logo pipeline and maintain disciplined qualification
- Expand adoption across users, use cases, products, business units and geographies
- Partner with Renewals and Customer Success on renewal strategy and customer risk
- Maintain pipeline, forecasts, CRM data, account records, activity tracking and commercial reporting
- Translate complex technical concepts into business value
- Define success criteria and lead Proof of Value activities
- 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 QBRs
Requirements
What you’ll need- Fluent in Swedish and English, spoken and written
- Proven success in full-cycle B2B sales, including closing new-logo business and growing existing customer accounts
- Ability to balance acquisition, expansion and renewal priorities within a defined territory or portfolio
- Experience selling into mid-market organisations and understanding their buying dynamics, resources and commercial constraints
- Strong prospecting and pipeline-generation capability, including creating opportunities in cold accounts
- Strong consultative discovery and value-selling skills
- Experience identifying and closing upsell and cross-sell opportunities while supporting successful renewals
- Ability to establish executive-level credibility and build relationships across technical, business, financial and senior stakeholders
- Commercial judgment across qualification, negotiation, pricing, forecasting and deal progression
- Disciplined account and territory planning, strong organisation, and ability to manage multiple opportunities and timescales
- Working knowledge of cybersecurity, SaaS or technical solutions
- Proven ability to collaborate across sales development, marketing, partners, customer success, renewals and technical teams
- Resilient, adaptable and accountable in a target-driven, high-growth and sometimes ambiguous environment
Benefits
Comp & perks- Investment in skills, learning and career development opportunities
- Equal opportunity employment
- Reasonable accommodations for qualified individuals with disabilities