Account Executive – Nordics

Overview

In this Senior Account Executive role, you drive strategic, value-led sales into large enterprises, focusing on new logo growth with a mix of account development. You will articulate Strategy’s BI/AI offerings to C-level and IT stakeholders, build robust business cases, and manage end-to-end sales cycles. You’ll collaborate with cross-functional teams to shape opportunities and forecasts while expanding partnerships. This role offers impact through shaping how customers exploit data and analytics at scale.

Responsibilities

• Prospect, qualify, and close new logo business while managing existing accounts for expansion (~70% new logos, ~30% account development).
• Lead complex, enterprise-wide sales cycles and present value propositions to senior stakeholders.
• Develop business cases, ROI, and TCO models; research environments to create tailored account and win plans.
• Manage all sales stages: lead generation, qualification, evaluation, close, and care; coordinate with Sales, Marketing, and Services.
• Collaborate with Inside Sales to build territory plans and healthy pipeline; maintain a balanced pipeline.
• Forecast accurately and report sales activity using Strategy’s CRM; manage risk transparently.
• Leverage partner relationships to drive additional value and revenue.
• Maintain deep knowledge of Strategy’s BI/AI products and their applications.
• Coordinate industry events and user groups to generate market interest.

Key requirements

• 7+ years of quota-carrying software sales to large enterprises
• Proven over-quota sales performance
• Hunter mentality with strong pipeline generation
• Experience with MEDDIC and Command of the Message
• Proven senior-level stakeholder engagement on complex IT/Business opportunities
• Extensive experience in prospecting, driving, and closing complex enterprise sales cycles
• Experience in BI, AI, Data Analytics, CRM, ERP, Cloud enterprise software sales
• Ability to manage multiple priorities, coordinate cross-functionally, and drive end-to-end sales processes
• Knowledge of ROI and TCO principles
• Creative self-starter with collaborative/team-oriented approach
• Ability to work in a fast-paced, open, performance-driven environment
• Strong storytelling and customer-centric relationship-building skills
• Degree educated or equivalent academic/work experience

• Hunter mindset
• Strong communication and storytelling
• Customer-centric relationship-building
• MEDDPICC / MEDDIC framework
• Command of the Message
• CRM usage for forecasting and reporting

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