Enterprise Sales Executive
Description
Role description
Title: Enterprise Sales Executive, Personalization (Nordics)
Reports to: Sara Svedevi, VP ADA Europe
Purpose of the role: win new logos for ADA Personalization (Recommend, Engage, Find, Discover, Social Proof, Ensemble AI and Conversational AI) in our focus verticals: B2B, Health & Beauty, and Fashion & Sports.
Responsibilities
- Own the full sales cycle for new business in the territory, from prospecting to signed contract.
- Build your own pipeline through outbound, events, LinkedIn and partners such as commerce platforms and agencies.
- Run discovery, value cases and demos together with presales, and lead commercial negotiations.
- Work closely with marketing on account-based campaigns and events in the territory.
- Hand over new clients smoothly to customer success and services.
- Keep an accurate pipeline and forecast in Salesforce.
What success looks like
Period | Outcome |
|---|---|
First 90 days | Knows the product and pitch, has a target account list for the territory, and has qualified pipeline in place |
6 months | Pipeline of at least 3× the annual target, first deals in late stages |
Year 1 (ramp year) | First new logos signed, and $0.5M new ARR |
From year 2 | $1.0M new ARR a year in the Nordics, roughly 5–8 new logos |
Requirements
- 5+ years of B2B SaaS sales, with a track record of closing new-business deals of $100k+ ACV.
- Experience selling to e-commerce, digital or marketing leaders, ideally in retail or B2B distribution.
- Comfortable with long, multi-stakeholder sales cycles and structured methods such as MEDDPICC.
- A self-starter who builds pipeline independently.
- Fluent English and Swedish, Danish or Norwegian.
- Willing to travel within the territory.
Nice to have
- Experience with personalisation, search, CDP, marketing technology or AI.
- A network among Nordic or UK retailers and B2B companies.
- Experience working with commerce platforms or agencies as partners.
Market specifics
Nordics | ||
|---|---|---|
Base | Malmö (hybrid, flexible workspace) | |
Territory | Sweden, Denmark, Norway, Finland | |
Languages | English plus a Scandinavian language | |
Key events | D-Congress, B2B Konferencen, E-handelskonferencen |
Enterprise Sales Executive, Nordics (Malmö)
Help Nordic retailers and B2B companies turn every visit into a personal experience.
ADA is the Data and AI Experience Company: we operate in 34 markets, work with 1,500+ enterprise clients and are backed by Axiata, SoftBank, Sumitomo and Mitsui. Our Personalisation business was born in recommendations 20 years ago, as RichRelevance and later Algonomy, and today powers product recommendations, search and conversational AI for leading retailers and B2B companies across Europe.
We're now growing our Nordic team and are looking for a Enterprise Sales Executive to win new clients across Sweden, Denmark, Norway and Finland.
Why join us
- A proven, AI-driven product: 20 years of personalization expertise, with a roadmap in Conversational AI and Ensemble AI.
- A real base to build on: clients across 12 European countries, including well-known Nordic retailers and B2B companies.
- Be one of the first: you'll be among the first hires in our growing European sales team, with a clear path into a senior commercial role as we scale.
- Strong backing: the stability of a global group, with the pace of a focused European team.
What you'll do
- Find, open and win new clients in B2B, Health & Beauty, and Fashion & Sports, with typical deals of $100–300k ACV.
- Own the full sales cycle, from first meeting to signed contract, using a structured method such as MEDDPICC.
- Navigate multiple stakeholders and executive groups across IT, Digital and Marketing.
- Generate at least half of your pipeline yourself, through outbound prospecting, events, LinkedIn and partners.
- Work with presales, marketing and our services team, who support you with demos, campaigns and business cases.
What you bring
- 5+ years of B2B SaaS sales, closing new-business deals of $100k+ ACV.
- Experience selling to e-commerce, digital or marketing leaders.
- Fluent English and Swedish, Danish or Norwegian.
- A hunter mindset: a self-starter who builds your own pipeline and owns your results.
- An experimental mindset and eagerness to use AI and modern sales tools to work smarter and move faster.
- Coachability, intellectual curiosity and a genuine desire to keep improving your craft.
- Flexibility to travel about 25% of the time within the Nordics.
What we offer
- Base salary: SEK 75,000–85,000 a month.
- On-target earnings: SEK 140,000–160,000 a month, with uncapped commission and strong accelerators above target.
- A supported ramp: a reduced quota and part of your variable guaranteed during the first 6 months.
- Benefits: occupational pension, health insurance, wellness allowance, laptop and phone.
- Flexible working: hybrid from Malmö, with a flexible workspace and in-person team meetings across Europe every second month.
What happens next
- Intro call with VP ADA Europe (30 minutes).
- Interview with members of the European team.
- Case presentation: show us how you would open and win a target account in the Nordics.
- Final conversation with ADA leadership, and references.
We aim to make offers by January 2027, with a start by April 2027 at the latest.
ADA is committed to equal treatment and opportunity in all aspects of recruitment, selection and employment, regardless of gender, ethnicity, religion or belief, national origin, disability, gender identity or expression, sexual orientation, age, or any other characteristic protected by law. We are building an inclusive team, free from discrimination and harassment. If you need any adjustments during the process, just let us know.