Senior Account Executive, Mid Market - Nordics (English Speaking)

About the role

Join HubSpot as a Senior Account Executive focusing on the Mid Market segment in the Nordics. This role involves driving sales and expanding HubSpot's presence in the region. You will be instrumental in building relationships with prospective clients and helping them discover the benefits of HubSpot's platform. You will own the end-to-end sales process for strategic accounts, navigating complex buying committees to secure sustainable growth. The successful candidate will act as a trusted advisor, aligning HubSpot's solutions with the specific challenges of digital transformation facing mid-market organizations. You are responsible for forecasting pipeline accurately and rigorously managing the sales funnel to exceed quarterly and annual quotas. This position requires a proactive approach to identifying new opportunities and leveraging data to refine sales methodologies continuously. You will partner closely with Customer Success to ensure a seamless transition for new clients, reinforcing long-term retention and expansion.

Key facts

What you'll do

• Analyze the Nordics mid-market landscape to identify key decision-makers and build a targeted account list for prioritized outreach.
• Conduct discovery sessions to uncover explicit and latent business needs, positioning HubSpot as the solution that delivers measurable value.
• Articulate the return on investment for HubSpot's platform through compelling narratives that resonate with executive stakeholders and influence purchasing decisions.
• Navigate multi-threaded sales cycles, managing stakeholder alignment and addressing objections to progress deals efficiently through the funnel.
• Leverage HubSpot's CRM and analytics suite to maintain meticulous records of all customer interactions, ensuring data integrity and actionable insights.
• Collaborate cross-functionally with Product and Engineering teams to relay feedback from the field, influencing future product enhancements and feature development.
• Develop and execute strategic account plans that outline touchpoint frequency, messaging frameworks, and success metrics for key target accounts.
• Partner with Marketing Operations to align sales efforts with demand generation campaigns, ensuring synchronized messaging and lead handoffs.
• Monitor competitive landscape activity, providing intelligence on rival offerings to refine our value proposition and counterarguments.
• Mentor junior sales representatives by sharing best practices and playbooks, elevating the overall performance of the regional sales team.
• Own the financial management of deals, including discount structuring and contract terms, to ensure profitability while maintaining customer satisfaction.
• Conduct quarterly business reviews with existing clients to identify expansion opportunities and deepen strategic relationships.
• Utilize forecasting tools and pipeline analytics to provide accurate revenue predictions and support informed business decisions.
• Serve as an active participant in HubSpot's global sales community, contributing insights from the Nordics to shape broader organizational strategies.

Requirements

• Demonstrated history of achieving and exceeding sales quotas in previous roles, with a proven track record in the software or technology sector.
• Possess a minimum of three years of direct experience selling solutions to mid-market client segments, understanding their unique procurement processes.
• Exhibit exceptional verbal and written communication skills in English, capable of conveying complex concepts with clarity and precision.
• Thrive in a fast-paced, dynamic environment where adaptability, resilience, and a growth mindset are essential for daily operations.
• Hold a Bachelor's degree or equivalent practical experience, demonstrating a foundational knowledge of business or a related discipline.
• Show a documented ability to work independently with minimal supervision, taking full ownership of projects from initiation to completion.
• Bring strong analytical skills to the table, utilizing data to validate assumptions and adjust sales approaches based on empirical evidence.
• Maintain a professional demeanor and ethical standards, representing HubSpot's brand with integrity in all interactions with prospects and clients.

Nice to have

• Hands-on experience selling to customers based in Nordic countries, with an understanding of the regional business culture and economic drivers.
• Proficiency in additional Nordic languages such as Swedish, Norwegian, or Danish, which can facilitate deeper relationship building with local stakeholders.

Practical notes

• Visa sponsorship is available for this role.
• Competitive salary and benefits package offered.
• This position is based in Dublin, Ireland, and is open to candidates who may require relocation support.
• Full-time engagement requires availability during standard business hours, with flexibility to accommodate key meetings across time zones.
• Successful candidates must be eligible to work in the European Union or secure the necessary permissions to work in Ireland.
• The role involves a hybrid model, balancing remote work with occasional in-person collaboration at company events or team meetings.
• Candidates should be prepared to undergo standard background checks as part of the final hiring process.
• The company is an equal opportunity employer, committed to diversity and inclusion in all hiring practices.