Senior Account Executive, Nordics & Baltics

3 weeks, 4 days ago
Full-time
Senior
Sales and Business Development
Sonatype

Sonatype

Sonatype provides secure software development solutions by leveraging open source and artificial intelligence, ensuring that organizations can build applications quickly and safely through automated governance, policy enforcement, and comprehensive mon...

Internet Software & Services
51-250
Founded 2008
$155M raised

Description

  • Execute account-based outbound sales strategies across enterprise accounts in the Nordics and Baltics.
  • Manage full enterprise sales cycles from discovery and value framing through stakeholder alignment, negotiation, and close.
  • Acquire new enterprise logos and expand multi-product adoption across existing accounts.
  • Maintain accurate, real-time pipeline data and deal stages in Salesforce.
  • Conduct weekly revenue forecasts and own commit targets, upside opportunities, timelines, and next steps.
  • Navigate deal obstacles, internal alignment, and complex negotiations independently.
  • Represent Sonatype at regional marketing campaigns, field events, and customer forums.
  • Partner with BDRs and Field Marketing to build targeted pipeline and engage prospect communities.
  • Develop consultative relationships with VPs of Engineering, CISOs, and enterprise IT leaders.
  • Achieve quarterly and annual ARR targets while building predictable, multi-quarter regional pipeline.

Requirements

  • Demonstrated quota overachievement in enterprise SaaS sales across the Nordics and/or Baltics.
  • Proven success acquiring net-new enterprise customers and expanding existing accounts through upsell and cross-sell.
  • Strong Salesforce CRM discipline and a track record of reliable weekly revenue forecasting.
  • High personal accountability, sound commercial judgment, and the ability to independently manage enterprise sales cycles.
  • Consultative, trust-based selling approach focused on long-term customer value.
  • Ability to use AI sales tools, data insights, and structured workflows for territory planning and execution.
  • Experience selling cybersecurity, application security, DevOps, cloud, or software infrastructure solutions preferred.
  • Professional fluency in Swedish, Danish, Norwegian, or Finnish, plus fluent business English preferred.

Benefits

  • Flexible working practices.
  • Parental leave policy.
  • Paid volunteer time off.
  • Diversity and inclusion working groups.
  • Equal-opportunity workplace with accommodations available for disabilities and special needs.

Interested in this position?

Apply directly on the company website

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