Strategic Accounts Director - AI & Cybersecurity

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 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.