Head of Sales, Nordics

Head of Sales (Nordics)

Location: Stockholm, Sweden (Requires high on-the-ground local presence and pan-Nordic/European travel)

Reports to: Managing Director (Europe)

Team Scale: Currently 4 sellers; mandated to double the team to 8+ within the next 12 months

Career Trajectory: Explicit pathway to Head of Sales (Europe)

The Opportunity: Why This Role?

For an experienced enterprise leader, the most rewarding challenge is often the opportunity to build.

If you have spent extensive time navigating the Nordic enterprise landscape, you know the critical success factors required to scale a services business. You also likely know how frustrating it is when a delivery team cannot back up the strategic commitments made during the sales cycle.

At Datatonic, we operate with a flat, scale-up mentality backed by unmatched global technical execution. We are looking for a commercial leader who wants the autonomy to shape a business unit, optimize regional processes, and establish the Nordics as a center of data and AI excellence within our international business. This role is a direct stepping stone; as you successfully scale our Nordic footprint, you will pave the way to take over leadership of the entire European region.

About Datatonic: The Value Engineers

At Datatonic, we engineer commercial value from data and machine learning. We are a 12x Google Cloud Partner of the Year with a track record of delivering over 1,200 data and enterprise AI projects.

While much of the market struggles to get data initiatives past the proof-of-concept stage due to legacy technology debt and fragmented data foundations, over 50% of Datatonic’s enterprise clients have custom data platforms and models live in production, driving measurable financial returns. Supported by our integration with Syntio and Montreal Analytics, our team includes over 300 data and software engineers operating across Europe, the UK, and North America. We provide the technical capabilities required to deliver exactly what is promised.

The Strategic Mandate

• Deliver the Regional Blueprint: Own and exceed the regional gross margin and bookings targets, balancing performance between 30% new logo acquisition and 70% expansion within our top existing accounts.

• Grow the Sales Organization: Recruit, onboard, and manage a team of elite enterprise hunters across the Nordics over the next year, doubling our current team of 4 to 8+ sellers while embedding rigorous standards for consultative pipeline execution.

• Shift to a Proactive Enterprise Strategy: Move the region away from a reactive model reliant on partner-led opportunities toward a self-sustaining, outbound enterprise sales engine.

• De-risk the Sales Cycle: Drive our structured "Pathfind, Deploy, and Scale" approach. Focus the team on securing rapid, high-impact initial projects that demonstrate clear financial ROI, paving the way for more transformational programs of work to support our clients

• Prepare for European Leadership: Establish the operational frameworks, forecasting accuracy, and team culture required to eventually scale these strategies across the broader European theater.

Key Responsibilities

1. Enterprise Sales Leadership & Team Growth

• Talent Acquisition: Personally lead the profiling, hiring, and onboarding of top-tier enterprise software and services sellers across the region to double our headcount.

• Active Deal Coaching: Maintain an active role in the field. Join discovery calls, review commercial proposals, and provide strategic oversight on major regional bids (5M+ SEK) to help the team navigate complex client stakeholder maps.

• Pipeline Discipline: Maintain rigorous, data-driven pipeline hygiene to consistently hit a mandatory 3X coverage for existing accounts and 4X coverage for new logos.

2. Commercial Strategy & Ecosystem Development

• Account Growth & Acquisition: Direct the team to secure 70M+ SEK in contribution from top existing accounts, while executing targeted Account-Based Marketing (ABM) campaigns and bespoke executive engagements (like our exclusive FSI summit events) to win new corporate logos.

• Ecosystem Expansion: Maintain our deep partnership with Google Cloud while actively reducing our reliance on them for inbound pipeline. Build a robust local ecosystem of co-selling partners (such as risk, compliance, and management consultancies like Advisense) to deliver comprehensive, boardroom-ready commercial propositions.

• High-Touch Local Engagement: Drive a high-presence sales culture on the ground in Stockholm and across the Nordic capitals, recognizing that complex enterprise services are bought through trusted, face-to-face local relationships.

Your 12-Month Roadmap

• First 90 Days (Assess & Align): Establish a strong physical presence in Stockholm. Form your strategy for our top enterprise accounts, our partners in the market and build direct relationships with client business domain leads. Start to map out your recruitment pipeline to begin expanding the team.

• First 180 Days (Execute & Build): Secure initial project wins where financial value is easily recognized by the client. Build your momentum toward our 2027 targets by personally contributing roughly 50M SEK in bookings, while onboarding your first wave of new sales hires.

• First 365 Days (Scale & Transition): Expand initial customer engagements into large-scale, multi-year transformation programs across our core verticals: Telecommunications, Media, Financial Services, and Gaming. Explore opportunities with incubator segments: Retail and Manufacturing. Fully establish your expanded team, deliver our 30%–40% regional growth target, and prepare for the broader European leadership transition.

About You: Your Experience & DNA

• Extensive Enterprise Experience: You have a proven track record of managing and scaling enterprise sales teams within technology consultancies, cloud architectures, or data analytics firms. You understand the specific success factors required to scale a professional services business.

• Collaborative Builder: You thrive in the fluidity of a scale-up environment. You enjoy the autonomy to refine processes, build high-performing teams, and establish a clear execution framework.

• The Talent Mentor: A reputation for attracting top-tier sales professionals and coaching account executives into high-performing enterprise hunters through constructive support.

• Nordic Market Depth: Deep experience navigating the complex decision-making and procurement processes of Nordic enterprises, know how to manage long sales cycles, and build trust and local alignment to drive growth.

• Commercial Fluency: You speak the financial language of the C-suite (ROI, EBITDA, Capex vs. Opex) and can translate complex technical data solutions into clear business cases.

• Executive Ambition: The strategic capacity and professional maturity to scale from a regional leader into a pan-European executive. Fluency in English is required; fluency in Swedish or another Nordic language is highly advantageous.

Why Join Us?

We are the leading specialist partner for enterprise data and machine learning on Google Cloud.