Head of Sales, Nordics

📋 Description

• • Lead enterprise sales strategy and execution across the Nordics, with a mandate to double the sales team from 4 to 8+ sellers within 12 months.
• • Own and exceed regional gross margin and bookings targets, balancing 30% new logo acquisition with 70% expansion within existing top accounts.
• • Personally lead the recruitment, onboarding, and management of elite enterprise sales professionals across Sweden, Norway, Denmark, and Finland.
• • Maintain active involvement in key deals by joining discovery calls, reviewing commercial proposals, and providing strategic oversight on bids exceeding 5M SEK.
• • Enforce rigorous pipeline discipline with mandatory 3X coverage for existing accounts and 4X coverage for new logos.
• • Shift the regional sales model from reactive, partner-dependent opportunities to a self-sustaining, outbound enterprise sales engine.
• • Drive the structured "Pathfind, Deploy, and Scale" sales approach to secure rapid, high-impact initial projects that demonstrate clear financial ROI.
• • Execute targeted Account-Based Marketing (ABM) campaigns and bespoke executive engagements, including exclusive FSI summit events, to win new corporate clients.
• • Build and expand a local ecosystem of co-selling partners (e.g., risk, compliance, and management consultancies like Advisense) to reduce reliance on Google Cloud for inbound pipeline.
• • Establish a high-presence, face-to-face sales culture across Stockholm and other Nordic capitals, leveraging trusted local relationships to close complex enterprise deals.
• • Secure 70M+ SEK in contribution from top existing accounts while expanding into core verticals: Telecommunications, Media, Financial Services, and Gaming.
• • Explore growth opportunities in incubator segments: Retail and Manufacturing.
• • Develop operational frameworks, forecasting accuracy, and team culture that can be scaled across Europe as a stepping stone to Head of Sales (Europe).
• • Translate complex data and AI solutions into clear business cases using financial language (ROI, EBITDA, Capex vs. Opex) to engage C-suite stakeholders.
• • Maintain deep relationships with Google Cloud while actively diversifying the partner ecosystem to strengthen regional autonomy.
• • Deliver 30%–40% regional growth target within 365 days and transition initial customer engagements into multi-year transformation programs.
• • Establish a strong physical presence in Stockholm from day one and build direct relationships with client business domain leads within the first 90 days.
• • Contribute approximately 50M SEK in personal bookings within the first 180 days while onboarding the first wave of new sales hires.
• • Prepare for leadership of the broader European sales organization by demonstrating scalable processes, team development, and commercial excellence.