Strategic Account Executive (Nordics)

Accountabilities

• Generate approximately 80% of your pipeline through proactive prospecting, identifying new business opportunities, and engaging multiple personas across target accounts throughout the sales cycle.
• Build and maintain accurate sales forecasts within an expected range of approximately ±10% of target, using data and pipeline insights to support predictable revenue outcomes.
• Lead consultative and solution-based sales conversations, clearly communicating the value of the platform and tailoring presentations and proposals to each prospect’s business needs.
• Manage complex negotiations and closing processes, engaging technical stakeholders, business decision-makers, and C-level executives while navigating organizational complexity and addressing objections.
• Develop relationships across multiple personas within strategic accounts, understand their priorities, and align solutions with broader business objectives.
• Drive opportunities through a structured sales methodology, including pipeline generation, identifying the “3 Whys,” champion building, MEDDICC, Command of the Message, and other proven sales practices.
• Maintain strong account and opportunity data integrity within Salesforce while collaborating with marketing, product, customer success, and channel teams to support customer success and long-term growth.
• Stay current on industry developments, competitive dynamics, emerging technologies, and market trends to strengthen sales effectiveness and identify new opportunities.

Requirements:

• Proven experience as an Account Executive, ideally within data management, workflow SaaS, or another technology-driven environment selling to multiple personas across IT and business functions.
• Demonstrated success generating pipeline, managing complex sales cycles, and consistently meeting or exceeding revenue targets.
• Strong sales forecasting capabilities, with a data-driven approach to pipeline management and revenue planning.
• Experience selling solutions that may fall outside established budgets, with the ability to build compelling business cases and influence purchasing decisions.
• Proven ability to engage and influence diverse stakeholders, including technical decision-makers, business leaders, and C-level executives.
• Excellent communication, negotiation, relationship-building, and interpersonal skills, combined with the confidence to navigate complex enterprise buying processes.
• A self-motivated, results-oriented mindset with the initiative to experiment, move quickly, and take ownership in a fast-paced environment.
• Ability to work effectively both independently and collaboratively, contributing to a highly team-oriented culture.
• Familiarity with the MEDDICC sales methodology is a plus but not required.
• Knowledge of the life sciences industry, particularly R&D and/or IT functions, is preferred but not required.
• A bachelor’s degree is preferred, with a life sciences background considered an advantage but not required.

Benefits:

• Remote position with flexibility to work from the Netherlands.
• Opportunity to take ownership of a strategic territory and directly influence new business growth.
• Exposure to complex enterprise sales cycles and engagement with stakeholders across technical, business, and executive levels.
• Collaborative environment with close partnership across marketing, product, customer success, and channel teams.
• Opportunity to work at the intersection of AI, technology, biotech, and life sciences.
• Strong focus on continuous learning, experimentation, and developing AI fluency as part of everyday work.
• Inclusive, equal-opportunity environment that values diverse identities, backgrounds, and experiences.