Senior Enterprise Sales Executive

Industri-Matematik International AB (IMI); Oslo; On-site; NOK 1,400,000 - 2,000,000; Full time

Job summary

Industri-Matematik International AB (IMI) in Norway is seeking a Senior Enterprise Sales Executive to lead growth with major retailers, wholesalers and logistics players. You will build executive relationships, shape growth plans and drive cross‑selling and long‑term account development.

Based in Norway with travel, you will work with a broad commercial team to expand IMI's footprint across the Nordic markets, while staying focused on Norway's strategic customers and opportunities.

Qualifications

• Several years of successful experience in enterprise B2B software solution sales.
• Proven ability to develop and grow strategic customer relationships through complex solution sales, account development and cross-selling.
• Track record of delivering commercial growth and achieving ambitious targets.
• Experience selling SaaS and transforming customer contracts into subscription-based models.
• Strong experience engaging with senior stakeholders and independently managing opportunities from identification to close.
• Strong commercial acumen, consultative selling skills and experience coordinating multiple stakeholders.
• Fluency in Norwegian and English.
• A valid driver's licence.
• Experience from supply chain, logistics, warehouse management, retail technology, automation or enterprise software is a strong advantage.

Responsibilities

• Own and drive IMI's commercial growth and customer development primarily in Norway.
• Develop and execute growth plans for existing customers, including cross-selling and broader adoption of IMI's solutions.
• Build trusted relationships with C-level executives and key decision-makers.
• Act as a strategic advisor by understanding customers' goals, operational challenges and transformation needs.
• Drive executive workshops, business discussions and value-based sales processes.
• Coordinate internal and external stakeholders to maximise customer outcomes and commercial success.
• Identify and pursue selected new business opportunities in Norway and contribute to strategic opportunities in other Nordic and European markets when relevant.
• Own the full sales cycle from opportunity identification to signed agreement.

Skills

Enterprise B2B sales

Cross-selling

Executive relationships

SaaS sales

Norwegian & English

Driver's license

Job description

Do you want to take ownership of growing IMI's business in Norway and work with some of the country's leading retailers, wholesalers and logistics companies?

At IMI, we help more than 400 customers optimise and future-proof mission‑critical supply chain operations through our business‑critical software suite. Our customer community includes leading organisations such as NorgesGruppen, Europris, HaugenGruppen, Ahlsell, DB Schenker, Kid Hemtex and many other well‑known brands across retail, wholesale, e‑commerce and logistics.

We are now looking for a Senior Enterprise Sales Executive based in Norway who wants to play a key role in strengthening IMI's position with some of the country's most recognised companies and contribute to our continued growth journey.

The main focus will be to develop existing customers in Norway, while also identifying selected new business opportunities where they make strategic sense, both locally and across the wider Nordic and European markets.

About the Role

As Senior Enterprise Sales Executive, you will own and drive IMI's commercial growth in Norway. Most of your time will be spent working strategically with existing customers, building executive relationships, understanding their priorities and identifying opportunities to expand IMI's footprint through cross‑selling, upselling and long‑term account development.

You will create and execute account growth plans, drive value‑based commercial discussions and ensure customers realise the full potential of their partnership with IMI. Alongside this, you will pursue selected new business opportunities in Norway and contribute to strategic opportunities outside Norway when relevant, as part of a broader commercial organisation where collaboration across markets is important.

The role offers a high degree of autonomy and responsibility, with strong support from experienced colleagues across sales, consulting, customer success, marketing, product management and delivery.

Key Responsibilities:

• Own and drive IMI's commercial growth and customer development primarily in Norway
• Develop and execute growth plans for existing customers, including cross‑selling and broader adoption of IMI's solutions
• Build trusted relationships with C‑level executives and key decision‑makers
• Act as a strategic advisor by understanding customers' goals, operational challenges and transformation needs
• Drive executive workshops, business discussions and value‑based sales processes
• Coordinate internal and external stakeholders to maximise customer outcomes and commercial success
• Identify and pursue selected new business opportunities in Norway and contribute to strategic opportunities in other Nordic and European markets when relevant
• Own the full sales cycle from opportunity identification to signed agreement

Your Profile

We are looking for an experienced and commercially driven sales professional who thrives in complex enterprise environments and enjoys building long‑term customer relationships based on trust, business insight and credibility. You are comfortable discussing business strategy, operational performance, digital transformation and return on investment with senior executives and decision‑makers.

You have several years of successful experience in complex B2B software sales and know how to navigate large customer organisations, identify stakeholders, build internal support and move opportunities forward independently.

This is a role for someone who enjoys responsibility, autonomy and freedom. At IMI, not everything is boxed in by rigid processes and playbooks, so we value initiative, sound judgement and the ability to take ownership. At the same time, you are collaborative and know when to engage colleagues and subject matter experts to create the best outcomes for customers and for IMI.

Your attitude, dedication and ability to contribute to the IMI Dream Team are important to us. Winning as ONE TEAM is key to IMI's continued growth journey and expansion.

We Believe You Have:

• Several years of successful experience in enterprise B2B software solution sales
• A proven ability to develop and grow strategic customer relationships through complex solution sales, account development and cross‑selling
• A track record of delivering commercial growth and achieving ambitious targets
• Experience selling SaaS and transforming customer contracts into subscription‑based models
• Strong experience engaging with senior stakeholders and independently managing opportunities from identification to close
• Strong commercial acumen, consultative selling skills and experience coordinating multiple stakeholders
• Fluency in Norwegian and English
• A valid driver's licence

Experience from supply chain, logistics, warehouse management, retail technology, automation or enterprise software is considered a strong advantage.

The position is based in Norway and includes travel as part of the role.

Why IMI?

Joining IMI means becoming part of a company with a strong market position, an established customer base and ambitious plans for the future. You will work with an impressive portfolio of existing customers, shape the next phase of growth in Norway and develop selected new business opportunities aligned with IMI's strategy and Ideal Customer Profile.

We believe great companies are built by engaged people who are trusted to take responsibility and encouraged to contribute with their own ideas. You will find experienced and supportive colleagues, an entrepreneurial culture and leadership that values initiative, accountability and collaboration.

You Will Join a Company That Offers:

• A strong customer base including leading organisations such as NorgesGruppen, Europris, HaugenGruppen, Ahlsell, DB Schenker, Kid Hemtex and many other well‑recognised brands
• Proven, market‑leading solutions supporting mission‑critical supply chain operations
• An entrepreneurial culture with ambitious growth plans and a high degree of autonomy and influence
• Significant opportunities for personal and professional development
• A collaborative environment where people support one another and where you can play a visible role in shaping future growth

We are proud to be Great Place to Work certified and offer a workplace characterised by trust, responsibility, strong team spirit and opportunities for continuous development. In addition, we offer a competitive benefits package including extra vacation days and an attractive pension plan.