Partner Manager - Norway

Formalize; Oslo fylke; On-site; NOK 50,000 - 62,000; Full time

Benefits offered by this job

Uncapped commission

Global Summit attendance

Biannual growth talks

Structured onboarding program

Job summary

Formalize is building a Nordic-focused partner-led GTM to become the leading European GRC platform. We seek a Partner Manager to drive market entry in Norway, establish executive relationships with top audit and advisory partners, and co-design partner motions to hit direct and partner-sourced targets.

You will guide ongoing governance and risk initiatives, work with Sales, Product, and Leadership to grow the partner ecosystem, and enable partners with onboarding and enablement, ensuring

Qualifications

• Proven expertise in strategic partnerships, alliances, or enterprise business development in B2B SaaS, advisory, compliance, cybersecurity, or regulated industries.
• Experience collaborating with enterprise consulting, legal advisory, or audit partners (Big-4 preferred).
• Deep understanding of compliance, risk, audit, and regulatory buying centres.
• Commercial mindset with revenue ownership or influence; direct sales experience is a plus.
• Fluency in Norwegian and English-first collaboration.

Responsibilities

• Drive market entry and growth across the Norwegian market by end-to-end sales cycles with an enterprise partner ecosystem and an experienced AE team.
• Build executive-level partnerships with directors at audit firms, consultancies, and legal specialists, plus direct selling.
• Own revenue through direct and partner-sourced channels; design and enable partner motions (onboarding, enablement, deal support).
• Manage large partner-related projects with Product, Marketing, Enablement, and Revenue Ops.
• Act as trusted advisor on frameworks (NIS2, DORA, ISO 27001, GDPR) aligning with regional strategies.

Skills

Strategic partnerships

Enterprise sales

Audits & compliance

Norwegian fluency

English teamwork

Big-4 experience

Tools

Google Workspace

Slack

Notion

HubSpot

Job description

In this Partner Manager role, you’ll be…

• Accountable for driving market entry and growth across the new Norwegian market by facilitating end-to-end sales cycles (from lead to closed-won) in close collaboration with an enterprise-grade partner ecosystem and an internal team of experienced Account Executives.

• A strategic partner builder and commercial lighthouse, establishing executive-level relationships with directors at top audit firms, consultancies, and legal specialists, alongside leading solution-oriented direct selling.

• Driving revenue impact through dual channels, taking ownership of direct pipeline while co-designing structured partner motions (onboarding, enablement, deal support) to hit both direct and partner-sourced targets.

• Manage large partner-related projects, in close collaboration with internal product experts, Marketing, Sales Enablement and Revenue Operations.

• A trusted domain advisor and cross-functional collaborator, enabling partners and prospects on complex frameworks (e.g. NIS2, DORA, ISO 27001, GDPR) while staying closely aligned with the regional strategies in coordination with Sales, Customer Success, Product, and Leadership.
  

Who is the Partner Management Team?

The Partner Management Team is instrumental in strengthening Formalize’s partner‑led go‑to‑market strategy as we build the leading European platform for Governance, Risk & Compliance (GRC). Focused on the Nordic region, we build, structure, and scale enterprise‑grade ecosystems across audit firms, advisory consultancies, legal specialists, and boutique partners.
We don't do transactional channel management - we drive strategic, revenue‑relevant alignment. By connecting partner- and director‑level stakeholders externally with our internal Sales, Product, and Leadership teams, we build pipeline, deep credibility, and long‑term value in an increasingly complex market of regulations, standards and resilience best practices.

What you’ll bring:

• Proven expertise in strategic partnerships, alliances, or enterprise business development, ideally within B2B SaaS, advisory, compliance, cybersecurity or regulated industries.

• Proven experience collaborating with enterprise consulting, legal advisory or audit partners (experience with Big‑4 or equivalent strongly preferred).

• Deep understanding of compliance, risk, audit, and regulatory buying centers, or a proven ability to quickly adapt on knowledge gaps.

• Commercial mindset with proven experience owning or materially influencing revenue outcomes (previous direct sales experience, e.g., as an AE, is a big plus).

• Professional fluency in Norwegian, and the ability to work in an English‑first team, to communicate value and negotiate seamlessly with customers and colleagues.

• Strong relationship‑building skills and the ability to act as a trusted advisor when engaging with senior partner- and director‑level decision‑makers.

• Experience using a SaaS‑typical tech stack of Google Workspace, Slack, Notion, HubSpot, along with various AI tools, is a strong plus, but not a requirement.
  

We offer you:

• The On-Target‑Earnings (OTE) for this role will be between NOK 55,593 and NOK 72,902, with the base salary portion being between NOK 50,033 to NOK 61,967, with the exact placement in the range based on experience level.

• Uncapped commission scheme - there is no ceiling on what you can earn if you outperform.

• Continuous development through a clear and transparent career framework, so you always know what the next step looks like through biannual growth talks and regular check‑ins.

• Thorough pre‑boarding and onboarding to set you up for success.

• A culture of ownership, trust, and independence with the support you need.

• A strong team spirit where we celebrate wins and enjoy time together across offices.

• Our annual Global Summit, where the whole company connects over strategic achievements and projects.
  

About Formalize:

Formalize is a tech company founded in 2021 with offices in Aarhus, Copenhagen, Milan, Munich, Madrid and Paris. Currently, we are a team of 200+ people from 30+ nationalities operating in multiple European markets and are one of the fastest growing SaaS scale‑ups. We thrive on ambition, deliver impact through pragmatism, and embrace passion and honesty. We are celebrating our wins, learning from our mistakes, and growing together as a team.

Our journey began within the whistleblowing compliance sector, highlighted by the award‑winning Whistleblower Software by Formalize, laying the foundation of our success story. Now, we have extended our expertise to a larger compliance universe, including data compliance, risk, and privacy. Our Formalize product helps companies to effortlessly navigate and stay ahead in the ever‑changing landscape of compliance. Our platform adapts to regulatory changes, continuously adapting to meet and foresee the evolving needs of our users, ensuring businesses remain compliant and confident in their operations.

Still curious? Read more about us here: About Formalize.