Enterprise Account Executive [Nordics]

Job Title: Enterprise Account Executive [Nordics]

Level: Senior

Working Hours: Full Time (40h/Week)

Location: Remote (Europe)

Your Team 👥

You will report to our Head of Global Partnerships & Sales and join the EMEA Sales team. On TheOrg you can view the complete structure of our organisation, including information about every team member, hiring managers and the size of each department.

Who We Are Looking For ✏️ 

Rocket.Chat is looking for a proactive, results-driven Enterprise Account Executive to drive revenue growth through outbound efforts, enterprise sales, product-led motions, and channel partnerships in the growing Nordic region. We are looking for someone who brings a diversified approach to pipeline generation—capable of targeting core ICP accounts within the government and public sector, leveraging channel partnerships to acquire new logos, and converting highly personalised inbound opportunities from marketing and product-led initiatives. This role requires a true hunter mentality, focused on identifying new opportunities and building strong relationships with prospective customers and strategic partners. 

Mandatory Hard Skills 🎯

• Proven experience in enterprise software sales, with a strong hunter mentality, focused on identifying new opportunities.
• Proven track record of generating a significant portion of pipeline through outbound prospecting and new logo acquisition.
• Demonstrated success selling into Public Sector organisations, including government, federal agencies, or government-adjacent institutions.
• Proven experience working with highly regulated industries.
• Strong expertise in B2B enterprise sales models and managing complex, multi-stakeholder deal cycles.
• Experience owning the full enterprise sales cycle, from pipeline generation and opportunity qualification through negotiation and deal closure.
• Consistent track record of meeting or exceeding enterprise sales quotas.
• Ability to engage and build relationships with C-level executives and senior decision-makers within large organisations.
• Strong pipeline management, forecasting discipline, and CRM hygiene.
• Experience selling technical platforms, SaaS, collaboration, or security solutions into enterprise environments.
• Fluency in English and at least one of the following: Swedish, Norwegian, Danish, or another European language, with excellent communication and presentation skills.
• Willingness to travel approximately 25% of the time.

Desirable Hard Skills 💕 

• Experience using structured sales methodologies such as MEDDPICC or similar frameworks.
• Established relationships with government agencies.
• Strong relationships with partners, distributors, and channel organisations within the Nordic region.

Soft Skills ✨

• Passion: Genuine enthusiasm for what you do and how it contributes to our company's mission;
• Dream: Proactively seek out opportunities and challenges to achieve extraordinary results. If you're someone who takes initiative and is always striving to improve, you'll fit right in;
• Own: Take ownership of your work, set high standards for yourself, and be accountable for outcomes, demonstrating a strong sense of responsibility and commitment; 
• Trust: Recognising the importance of trust and support and actively working towards a collaborative and inclusive workplace;
• Share: Communicating openly and transparently ensures clarity and honesty in interactions. 
• Strong critical thinking and analytical mindset, capable of solving complex challenges.
• Confident presenter, able to deliver compelling messages to technical and executive audiences.
• Entrepreneurial mindset, identifying growth opportunities and contributing to innovative solutions.
• Results-driven, thriving in fast-paced environments while consistently delivering against targets.
• Strong team player, working effectively across cross-functional teams and partner ecosystems.

What You'll Do 🖥️

• Own the full sales cycle for enterprise and strategic accounts, from outbound and inbound prospecting to deal closure.
• Identify, engage, and close net new enterprise customers within your assigned territory.
• Build and maintain a strong pipeline of qualified enterprise opportunities.
• Consistently achieve or exceed assigned revenue targets through new logo acquisition and strategic account growth.
• Develop and execute territory and account strategies to drive pipeline and revenue growth.
• Conduct consultative discovery to understand complex business challenges and strategic priorities.
• Deliver tailored presentations, proposals, and business cases aligned to customer goals.
• Navigate complex enterprise buying processes involving multiple stakeholders and decision-makers.
• Lead negotiations and successfully close high-value enterprise agreements.
• Establish trusted advisor relationships with C-suite executives and senior decision-makers.
• Provide strategic consultation to help clients solve critical business challenges.
• Ensure strong client engagement and alignment throughout the entire sales process.
• Maintain long-term relationships that create opportunities for account expansion and growth.
• Partner with marketing, product, support, and customer success teams to deliver a seamless customer experience.
• Collaborate with channel partners, distributors, and strategic partners on co-selling opportunities when relevant.
• Coordinate internal resources to support complex enterprise sales cycles.
• Work closely with solution engineers and delivery teams during pre- and post-sales engagements.
• Apply consultative sales frameworks such as SPICED and MEDDPICC to qualify and progress opportunities.
• Maintain disciplined pipeline management and accurate forecasting.
• Ensure CRM data accuracy and timely tracking of activities, opportunities, and deal progression in accordance with internal sales processes.
• Develop strategic account plans for high-value enterprise prospects.
• Continuously evaluate deal progression and proactively remove obstacles to closing.
• Stay informed on industry trends, competitive landscape, and emerging market opportunities.
• Identify whitespace opportunities within enterprise accounts and target markets.
• Analyse wins and losses to refine sales strategy and improve performance.
• Provide accurate pipeline visibility, activity tracking, and forecast reporting.