Job Information
Cornerstone OnDemand Regional Sales Manager, Enterprise - Nordics & Baltics in Sweden
Location
Remote Stockholm Sweden
Travel: 30-50% across Denmark, Finland, Iceland, Norway, Sweden, Estonia, Latvia, Lithuania
Overview
Lead and grow the Enterprise 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 enterprise; 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
Equal Employment Opportunity has been, and will continue to be, a fundamental commitment at Cornerstone OnDemand. All qualified applicants are given consideration regardless of race, color, gender, age, sexual orientation, national origin, marital status, citizenship status, disability, veteran status, or any other protected class as provided in applicable Federal, State, or Local fair employment laws. If you have a disability or special need that requires accommodation, please contact us at careers@csod.com