Director, Enterprise Sales

The role

Lead the Nordic enterprise sales region covering Sweden, Norway, Denmark and Finland. Win and grow enterprise accounts of 2,000+ mailboxes, coach an elite sales team, and build a channel partner network in the region.

What you will do

• Overachieve the Nordics new annual recurring revenue (NARR) quota by winning enterprise accounts from first conversation to signature
• Take part hands on in key deals alongside Account Executives, from $200K+ to $1M+
• Coach and develop Account Executives and recruit when the region needs it
• Run a disciplined sales playbook using 3-Whys and MEDDPICC, with monthly and quarterly forecasting and Quarterly Business Reviews
• Lead marketing, SDR and channel across the region through a matrix model to generate pipeline
• Build strategic relationships with existing channel partners and open new ones
• Maintain relationships with key regional customers focused on value, renewals, expansion and referrals
• Partner with Sales Engineering on demonstrations and proof-of-concept programmes
• Represent the voice of the customer and market inside the company with Product, Marketing and the POV team

Required qualifications

• 10+ years of enterprise sales experience with a record of exceeding quota selling security, networking and/or software
• 3+ years leading a sales team focused on new business and new logos
• Track record of closing complex enterprise deals with multiple buying influences, including deals of $200K+ and $1M+
• Experience selling in new or emerging solution categories
• Credibility building relationships with senior executives and translating technical features into business value
• Fluency in consultative, value-based methodologies such as MEDDPICC, Force Management or Challenger Sale
• Experience building or growing a channel
• Outstanding verbal, written and presentation skills
• Bias for action and comfort with ambiguity in a fast-paced, low-process environment

Before you apply

• If a conditional offer is made, pre-employment checks must be successfully completed before a final offer
• Hiring uses AI-assisted tools to prepare interview questions, but decisions are made by people

About the company

Abnormal is a cybersecurity company described as one of the fastest growing in the world. It sells products that defend against AI-enabled attacks on email and related channels.