Senior Account Executive

Ingrid ⚫️; Stockholms kommun; Hybrid; SEK 900,000 - 1,200,000; Full time

Job summary

Ingrid is redefining delivery experiences in ecommerce from their Stockholm base. As a Senior AE, you will own the entire sales cycle for mid-market and enterprise retailers, shaping your own pipeline and driving the business case with ROI-focused value selling.

You’ll leverage HubSpot and AI tools to prospect, qualify, and close deals while collaborating closely with cross-functional teams and events in the Nordics.

Qualifications

• 5+ years of sales experience in B2B SaaS, ideally selling complex or platform solutions.
• Experience owning the full sales cycle from prospecting to close.
• Strong domain fluency in ecommerce and delivery/fufillment tech landscape.

Responsibilities

• Own and drive the whole sales cycle: prospecting, discovery, demo, business case, and close.
• Build and manage a portfolio of target accounts with pipeline ownership.
• Engage decision makers across multiple channels and run structured sales processes.

Skills

B2B SaaS sales

Full-cycle sales

Mid-market & enterprise

MEDDPICC

HubSpot

English

Swedish

AI tools

Tools

HubSpot

Gong

AI prospecting tools

Job description

At Ingrid, we're redefining how delivery works in ecommerce. Our platform helps retailers turn delivery into a competitive advantage, reducing checkout friction, increasing conversion, and building long term customer loyalty.

The role

As a Senior AE at Ingrid, you'll own the whole sales cycle for mid market and enterprise retailers, from prospecting and discovery through to closing and handover. This isn't a role where you simply work leads as they land in your inbox. You'll need to generate and shape your own pipeline.

You'll sell in a challenger style, bringing retailers a point of view on their delivery and checkout experience rather than just responding to what they ask for. You'll need real fluency in the ecommerce landscape: how retailers think about platform migrations, where delivery and fulfilment fit into their broader tech stack, and how to translate that complexity into a simple, compelling business case.

We're also looking for someone who works differently. AI is already part of how our best sellers prospect, prepare, and manage their day. We want someone who rethinks their own workflow with these tools rather than bolting them on.

This is a role with high ownership, a clear path to target, and real impact on our growth in the region.

What You’ll Do

• Own and drive the whole sales cycle: prospecting, discovery, demo, business case, and close
• Build and manage a portfolio of target accounts, with real ownership over pipeline generation
• Own territory and account planning for your patch, deciding where to focus and why
• Engage decision makers using personalised outreach across multiple channels
• Run structured, challenger style sales processes using MEDDPICC and value based selling
• Build clear ROI cases and go live plans for customers
• Maintain accurate pipeline and forecasts in HubSpot
• Partner closely with Partnerships, Sales Engineers, Marketing, and Customer Success
• Shape outbound and account based strategy together with Marketing, rather than just executing what's handed to you
• Feed customer and market insight back to Product, helping influence what we build next
• Help build and improve our sales playbooks and process as we scale the Nordics team
• Represent Ingrid at relevant ecommerce and logistics events

What We’re Looking For

• 5+ years of sales experience in B2B SaaS, ideally selling complex or platform solutions, running the whole cycle yourself
• Strong domain fluency in the ecommerce landscape: platform migrations, the wider ecommerce ecosystem, and how retailers evaluate and adopt technology
• Exposure to logistics or fulfilment is a strong plus
• Proven success sourcing your own pipeline and closing in mid market and enterprise accounts (this is not a pure inbound role)
• Experience running multi stakeholder sales cycles with clear ROI, and confidence engaging VP and C level stakeholders
• A natural storyteller who can make complex, technical ideas simple and compelling
• Comfortable with modern sales tools (HubSpot, Gong, AI prospecting tools), and genuinely curious about using AI to work smarter
• Fluent in English and Swedish; other Nordic languages are a plus

What We Value

• High agency: you take ownership of your pipeline, your results, and your own way of working
• Curiosity: you ask good questions, of prospects and of yourself, and you want to get better fast
• Problem solving: you find a clear path through a complex sale
• Team mindset: we win together
• Passion for tech that improves ecommerce, delivery, and sustainability

Why Ingrid

• A role with real impact, newly created as part of a fast growing European scale up
• Modern sales stack and strong cross functional support
• Competitive compensation with a clear path to target
• Flexible, hybrid way of working from our Stockholm office
• A collaborative, ambitious, people focused culture

Our culture

We take it seriously. After all, it's people that make the company, not software. Our teams thrive on a dynamic way of working with the latest technology, and we aim to give every colleague the tools they need to reach their ambitions.

About Ingrid

Ingrid creates delivery experiences that fit people's lives, helping ecommerce businesses achieve sustainable growth and giving shoppers the power to personalise delivery and returns. The result is a better overall customer experience and greater efficiency for both the retailer and the delivery carrier.

Founded in 2015. Around 100 colleagues across Stockholm, Wrocław, Amsterdam and London.

Ready to help retailers unlock the full power of delivery? We'd love to hear from you.