Regional Sales Manager, Mid-Market - Nordics & Baltics

Overview

Lead and grow the mid‑market business across the Nordic and Baltic countries. Own regional revenue targets, build and coach a high‑performing sales support team, and drive new logo acquisition and expansion through direct and partner channels.

Key Responsibilities

• Market Strategy
• Define regional go‑to‑market for mid‑market; segment territories, set targets, and prioritize industries.
• Monitor market trends, competitors, and pricing to inform strategy.

• Team Leadership
• Coach Account Executives/BDRs; establish performance standards and enablement plans.
• Run weekly pipeline reviews and commit calls; drive accountability and continuous improvement.

• Pipeline & Demand
• Partner with Marketing on campaigns, events, and ABM; ensure 3x+ pipeline coverage.
• Build executive‑level relationships within target accounts.

• Sales Execution
• Lead full sales cycle: discovery, solutioning, proposals, negotiations, and closing.
• Apply consultative methodologies (e.g., MEDDICC/Challenger) to improve win rates and deal quality.

• Channel & Partnerships
• Partner on Recruiting and managing VARs/resellers/distributors with Alliances Manager for the region; execute joint business plans and co‑sell motions.
• Enable partners on messaging, pricing, and compliance (incl. GDPR and local regulations).

• Customer Growth
• Collaborate with Customer Success on onboarding, adoption, and expansion/upsell plans for your new Customers.
• Escalate and resolve commercial or delivery risks proactively.

• Forecasting & Reporting
• Own regional forecast accuracy and pipeline health; maintain CRM hygiene and dashboards.
• Report performance, insights, and risks to EMEA leadership.

• Cross‑Functional Collaboration
• Coordinate with Product, Finance, Legal, and Operations to remove friction and accelerate deals.

• 3-5+ years B2B sales experience (mid‑market focus), including leading sales supporting teams across multiple countries.

• Proven record of exceeding targets with typical deal sizes €40k-€250k and multi‑stakeholder cycles.

• Experience in direct and channel sales motions within the Nordics/Baltics.

• Fluency in English and at least one Nordic Language, Swedish preferred.

• Strong command of CRM (Salesforce/HubSpot), sales analytics, and enablement tools.

• Right to work within the region; willingness to travel 30-50%.

• Consultative selling and executive storytelling

• Data‑driven territory planning and forecasting

• Cross‑cultural leadership and coaching

• Negotiation and complex deal management

• Partner development and joint GTM execution