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.