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, 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.
• Regional ownership

• Coach BDRs; establish performance standards and enablement plans
• Run weekly pipeline reviews and commit calls; drive accountability and continuous improvement for the region/area of responsibility

• 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 cosell motions.
• Utilize our partner network to grow business and pipeline for the territory/area of responsibility

• 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 Assigned territory 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.

Qualifications

• 5-7+ years B2B sales experience (mid‑market focus), including leading sales supporting teams across multiple countries.

• Proven record of exceeding targets with typical deal sizes €200k-€1,000k 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%.

Core Competencies

• 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