Director of Strategic Accounts

Upstream Security; Göteborgs kommun; On-site; SEK 1,100,000 - 1,500,000; Full time

Job summary

Upstream Security seeks an experienced Director of Strategic Accounts to lead and grow key Nordic accounts from Gothenburg and across Sweden. You will drive revenue growth, expand relationships with automotive and mobility players, and align cross-functional teams to maximize customer value.

The role requires deep enterprise sales experience, data-driven and AI product knowledge, and fluency in English and Swedish.

Qualifications

• 10+ years of experience in complex enterprise solution selling into large enterprises in Automotive/Industrial/Utilities/IoT.
• Proven track record of success in enterprise B2B sales focused on data-driven or AI products.
• Understanding of data-driven solutions and data management in Automotive and Mobility industry is advantageous.
• Experience in cybersecurity domain is advantageous.
• Experience with target account selling, solution selling, or consultative sales techniques; knowledge of MEDDPICC or similar.
• Experience working in high-growth agile startups or scaleups.
• Driven by high-level goals that translate into timely actions.
• Strong communication and presentation skills.
• Fluent in English and Swedish.

Responsibilities

• Serve as Upstream’s ambassador within strategic accounts including automotive and smart mobility.
• Build and expand long-term relationships with key executives and decision-makers.
• Drive revenue growth across existing accounts including renewals, expansions, and new buying centers.
• Develop and execute account plans aligned with customer goals and Upstream targets.
• Apply MEDDPICC to qualify opportunities and ensure disciplined execution across activities.
• Identify new opportunities within accounts by understanding customer initiatives and priorities.
• Collaborate with Customer Success, Product, Marketing, and technical teams to maximize customer value.
• Work with partners (MSSPs, SIs, technology partners) to accelerate adoption and expansion.
• Maintain deep understanding of Upstream’s products, roadmap, and competitive landscape to articulate value.

Skills

Enterprise sales

MEDDPICC knowledge

Account planning

Customer relationship management

B2B sales

Communication skills

Presentation skills

Swedish language

English language

Job description

Upstream delivers a cloud-based, AI-powered behavioral intelligence platform for physical AI and smart mobility. Upstream empowers customers with advanced AI-driven cybersecurity solutions, including detection and response (XDR), AI Security, quality and operational intelligence, cyber threat intel, SOC services, and more.

Upstream is looking for an experienced and highly motivated Director of Strategic Accounts to join our EMEA Sales team and strengthen our relationships across key accounts in the Nordics, including Automotive OEMs, Agri/Industrial OEMs, Physical AI, connected mobility device vendors, and additional strategic partners.

In this role, you will focus on expanding and growing existing strategic accounts, including deepening relationships, increasing footprint, and maximizing value for our customers. You will initiate and lead direct revenue-driven activities within your assigned accounts and collaborate with partners , including MSSPs, SIs, technology and cloud vendors, and other ecosystem players.

This position is ideal for someone with deep enterprise sales experience in data-driven and AI-focused companies, combined with strong domain understanding of the automotive and mobility landscape.

This role is full-time and based in Sweden with a preference for Gothenburg area.

Responsibilities

• Serve as Upstream’s ambassador within strategic accounts including automotive, smart mobility and Physical AI.
• Building and expanding long-term relationships with key executives and decision-makers.
• Drive revenue growth across existing assigned accounts, including renewals, expansions, multi-stakeholder engagements, and new buying centers.
• Develop and execute account plans that align with customer goals and Upstream’s business targets.
• Apply MEDDPICC practices to qualify opportunities, drive predictability, and ensure disciplined execution across all account activities.
• Identify new opportunities within assigned accounts by understanding customer initiatives, ongoing projects, priorities, challenges, and long-term strategic needs.
• Collaborate closely with Customer Success, Product, Marketing, and technical teams to ensure alignment and maximize customer value.
• Work with partner organizations (MSSPs, SIs, technology partners) to accelerate adoption and expansion.
• Maintain a deep understanding of Upstream’s product capabilities, roadmap, and competitive landscape to articulate value clearly to executives.

Requirements

• 10+ years of experience in complex enterprise solution selling, within technology/software/data platform companies selling into large enterprises in verticals such as Automotive, Industrial, Utilities or IoT.
• Proven track record of success in enterprise B2B sales, with a focus on selling data-driven or AI products.
• Understanding of data-driven solutions and data management platforms within the Automotive and Mobility industry is a significant advantage
• Experience in the cybersecurity domain is a significant advantage.
• Experience with target account selling, solution selling, or consultative sales techniques. Knowledge of MEDDPICC or similar qualification methodologies is an advantage.
• Experience working in high-growth agile startup or scaleup organizations.
• Driven by high level goals that can translate those into timely actions.
• Strong communication and presentation skills.
• Fluent communication skills in both English and Swedish.

Upstream is an equal opportunity employer. All candidates for employment will be considered without regard to race, color, religion, sex, national origin, physical or mental disability, veteran status, or any other basis protected by applicable federal, state or local law.