GTM Nordics

Company

Our client is a well-funded, fast-scaling technology business applying AI to heavy industry. Tapping into a multi-trillion, global physical labour market ripe for disruption and evolution through the introduction of advanced technology to improve efficiency and reduce costs for sectors including manufacturing, mining, construction and recycling. With several major customer wins already landed, they are expanding GTM teams in Europe and the US, and looking for start-up minded individuals who can build revenue in early markets and land flagship wins in new verticals.

Role

• Opening new enterprise accounts, from global household names to smaller operators, while growing existing relationships
• Creating your own pipeline and picking up some warm opportunities already in motion
• Leading every deal from first contact through to live operation at the customer's site
• Engaging stakeholders at every level at the same time, from operational and safety leads to finance, the board and the CEO
• Growing accounts after the first win, since most customers start small and scale across many sites
• Spending real time with customers in person, not closing deals remotely
• Setting pricing, choosing target accounts and documenting the approach that future hires will follow

Requirements

• A proven record of building something from scratch, such as a new territory, region, product line or your own venture, not just inheriting a working patch
• Successful track record of quota attainment in a new business role
• Experience selling complex, value-led solutions (software, tech-enabled hardware, automation or systems integration) where you had to build the business case yourself
• Comfortable leading multi-stakeholder deals with executive buyers, with sales cycles lasting several quarters
• Happy to travel frequently
• Enthusiasm for ambiguity, self-sufficiency, constant dynamic
• Sales methodology experience such as MEDDIC/MEDDPICC
• Fluent business English