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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in enterprise account management and value-based selling, with a strong focus on building relationships with C-level decision-makers and navigating complex sales processes. Proficient in utilizing Salesforce for disciplined qualification and accurate forecasting while achieving sales quotas in the Nordic and Baltic markets.
Highest-signal resume keywords
Enterprise Account ManagementValue-Based SellingSalesforce ProficiencyNegotiation SkillsFluency in Swedish and English
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Enterprise Software SalesInfrastructure SalesCybersecurity SalesMEDDPICC MethodologyPipeline DevelopmentDeal NegotiationSales ForecastingChampion DevelopmentCommercial JudgmentAttention to Detail
Soft Skills
Self-MotivationOrganizationResilienceComposureFollow-Through
Industry Keywords
Nordic MarketsBaltic MarketsBuying ProcessesPartner EcosystemsPKI KnowledgeCLM KnowledgeCryptography Knowledge
Tech Stack
Tools & technologiesCyber Security
About the role
Key responsibilities & impact- Own enterprise growth across Scandinavia and the Baltic states as a senior individual contributor
- Build and execute enterprise account plans, prioritizing whitespace, use cases, and partner access
- Create qualified pipeline through prospecting, executive outreach, events, and partner activity
- Develop multiple champions, engage economic buyers, and map customer decision processes
- Connect technical needs to business outcomes through value-based discovery and clear storytelling
- Lead complex opportunities through evaluation, tenders, procurement, negotiation, and close
- Work with Sales Engineering, SDR, Marketing, Channel, and delivery teams to advance opportunities
- Maintain disciplined qualification, accurate Salesforce records, and reliable evidence-based forecasts
- Meet or exceed quota, protect deal value, and develop lasting customer and partner relationships
- Travel up to 30%
Requirements
What you’ll need- Bachelor’s degree in Business Administration, Technology, or equivalent practical experience
- Repeated success in complex enterprise software, infrastructure, or cybersecurity sales, supported by real deal examples and quota attainment
- Experience developing enterprise accounts in Nordic or Baltic markets, with knowledge of local buying processes and partner ecosystems
- Multi-threading, champion development, value-based selling, and clear storytelling with C-level and technical decision-makers
- Proven negotiating skills, sound commercial judgment, and commitment to customer outcomes
- High self-motivation, organization, attention to detail, resilience, composure, and follow-through under pressure
- Practical use of MEDDPICC or comparable methods, Salesforce, disciplined qualification, and forecasting
- Ability to align specialists and partners through influence, share knowledge, and take ownership of complex deal outcomes
- Curiosity and learning agility
- Professional fluency in Swedish and English
- Right to work in Sweden
- PKI, CLM, or cryptography knowledge is advantageous
- Other regional languages are advantageous
Benefits
Comp & perks- Second Fridays: a company-wide day off on the second Friday of every month, excluding November and December (subject to change)
- Comprehensive benefit coverage globally
- Paid parental leave, with structure varying by regional/government requirements
- Comprehensive adoption and fertility support
- Competitive time off globally
- Wellbeing resources
- Wellness allowance
- Free mindfulness app membership
- Wellness Wednesdays
- Global Volunteer Day
- Company non-profit matching
- 3 volunteer days off
- Monthly talent development and cross-functional meetings supporting professional development
- Regular All Hands meetings followed by group gatherings
- Opportunities for personal and professional growth
- Entrepreneurial environment balancing autonomy and structure