Business Development Director – Nordic Region

About the role

As a Business Development Director you will own the end‑to‑end sales process for new logo acquisition across Sweden, Norway and Iceland. You will lead complex, multi‑stakeholder cycles and regularly engage C‑suite executives to solve risk‑related challenges.

Key responsibilities

• Own the full sales cycle from prospecting to close, focusing on new business.
• Maintain accurate pipeline forecasts and reporting in Salesforce.
• Conduct at least 10 face‑to‑face meetings per month with prospects.
• Apply MEDDPICC and the Value Pyramid methodology to uncover customer needs.
• Partner with Product, Solution Consulting, and Technical teams to close complex deals.
• Develop and execute a strategic territory plan for long‑term growth.
• Collaborate with market planning, marketing, regulators and external partners on strategic initiatives.
• Work with account management to identify cross‑sell opportunities.
• Utilise tools such as Gong and Lusha for prospecting, pipeline management and deal execution.

Required profile

• 5+ years of experience in business development or enterprise solution sales, preferably in financial crime, fraud, identity or compliance.
• Fluent English; additional Nordic language skills are a plus.
• Proven track record of exceeding ACV targets in a solution‑based environment.
• Strong expertise in managing complex opportunities with multiple stakeholders.
• Previous experience in banking, fintech or regtech.
• Excellent communication, negotiation and networking abilities.

Required skills

• Salesforce
• Gong
• Lusha