Territory Account Executive - Finland & Baltics

Sophos; United States; Remote; USD 80,000 - 120,000; Full time

Job summary

A leading global cybersecurity firm is seeking a Territory Account Executive to manage sales and relationships with mid-market and enterprise accounts. The role requires a strong background in direct sales, knowledge of cybersecurity products, and excellent communication skills. The position is remote-first and involves generating sales pipelines, achieving quarterly goals, and collaborating with various teams to enhance customer engagement.

Benefits

Remote first working model

Employee diversity and inclusion networks

Annual charity and fundraising initiatives

Global fitness and trivia competitions

Monthly wellbeing training

Qualifications

• Experience in proposing technical products and services in the ICT field.
• Strong background in direct sales and developing new clients.
• Ability to partner with channel network for new business opportunities.
• Knowledge of complex sales processes.
• Proven sales track record with B2B customers.
• Goal-oriented with ability to exceed targets.
• Excellent communication and negotiation skills.

Responsibilities

• Generate sales pipeline and forecast from new customers.
• Manage sales process through to closure.
• Achieve quarterly sales goals and develop relationships with key buyers.
• Execute engagement plans with strategic customers.
• Understand customer accounts' business to align Sophos solutions.
• Collaborate with internal teams for complex opportunities.
• Negotiate terms of business with customers.
• Coordinate internal groups for contract bids and proposals.
• Work with Channel Sales to create pipeline through indirect engagements.

Skills

Direct sales experience

Knowledge of cybersecurity products

Communication skills

Negotiation skills

Ability to work independently

CRM tools knowledge

Fluent English

Fluent Swedish

Tools

Salesforce

Job description

Overview

About Us

Sophos is a global leader and innovator of advanced security solutions for defeating cyberattacks. The company acquired Secureworks in February 2025, bringing together two pioneers that have redefined the cybersecurity industry with their innovative, native AI-optimized services, technologies and products. Sophos is now the largest pure-play Managed Detection and Response (MDR) provider, supporting more than 28,000 organizations. In addition to MDR and other services, Sophos’ complete portfolio includes industry-leading endpoint, network, email, and cloud security that interoperate and adapt to defend through the Sophos Central platform. Secureworks provides the innovative, market-leading Taegis XDR/MDR, identity threat detection and response (ITDR), next-gen SIEM capabilities, managed risk, and a comprehensive set of advisory services. Sophos sells all these solutions through reseller partners, Managed Service Providers (MSPs) and Managed Security Service Providers (MSSPs) worldwide, defending more than 600,000 organizations worldwide from phishing, ransomware, data theft, other everyday and state-sponsored cybercrimes. The solutions are powered by historical and real-time threat intelligence from Sophos X-Ops and the newly added Counter Threat Unit (CTU). Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.

The Territory Account Executive directly sells to and manages relationships with mid-market and enterprise accounts of 100+ users, fulfilling through the channel. Is responsible for generating and pursuing leads and opportunities to achieve sales quotas, implementing strategic customer engagement plans focused on attaining deployments of Sophos products and services. This position will cover Finland and Baltics. The role is home based in Sweden.

Responsibilities

• Generate account sales pipeline, qualifying opportunities, and accurately forecasting pipeline from current and net new customers.
• Manage the sales process through closure of the sale, continued development and retention.
• Responsible for achieving agreed quarterly sales goals, developing strong relationships with key buyers and influencers in mid-market and enterprise accounts and leveraging these during the sales process.
• Execute a planned cadence of engagement with key strategic customers, with monthly or quarterly minimums, and put detailed strategic account plans in place where appropriate.
• Maintain a detailed understanding of strategic customer accounts’ business to align Sophos solutions to the customer’s desired cybersecurity and business outcomes.
• Collaborate with Sales Engineering, MDR for complex MDR opportunities and Customer Success for the most strategic accounts.
• Negotiate terms of business with customers to achieve high levels of customer satisfaction and engagement, and high adoption of Sophos technology.
• Coordinate with appropriate internal groups to generate and deliver winning contract bids, proposals, RFI/RFP responses, and Statements of Work.
• Work with Channel Sales team and partner community to create pipeline through indirect engagements.

Qualifications

• Experience in proposing technical products and services in the ICT field, knowledge of cybersecurity products and services is highly preferred
• Strong background in direct sales and proven track record in developing new clients, with a focus on mid market customers
• Ability to partnering with channel network to approach new business opportunities
• Knowledge of complex sales process and methodologies, including multiple level selling also to senior decision makers (C level) in major accounts
• A proven sales track record on B2B customers within a field sales role
• Goal orientated with the ability to exceed targets and KPI’s
• Excellent communication, negotiation and objection handling skills, with the ability to identify client’s needs and pains and to underline the value of Sophos product line to match the uniqueness of your customers
• Must be motivated, self-starter, and be able to deal with ambiguity and work in a fast-paced environment
• Able to work independently as well as part of a team
• Innovative thinker, able to introduce new ways of looking at problems and solve them
• Knowledge of CRM tools, Salesforce knowledge is preferred
• Fluent English and Swedish required

Ready to Join Us?

At Sophos, we believe in the power of diverse perspectives to fuel innovation. Research shows that candidates sometimes hesitate to apply if they don\'t check every box in a job description. We challenge that notion. Your unique experiences and skills might be exactly what we need to enhance our team. Don\'t let a checklist hold you back – we encourage you to apply.

What\'s Great About Sophos?

· Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach. While we are a remote first organization, applicants must have legal authorization to work in the jurisdiction where the position is posted, without requiring employer sponsorship.

· Our people – we innovate and create, all of which are accompanied by a great sense of fun and team spirit

· Employee-led diversity and inclusion networks that build community and provide education and advocacy

· Annual charity and fundraising initiatives and volunteer days for employees to support local communities

· Global employee sustainability initiatives to reduce our environmental footprint

· Global fitness and trivia competitions to keep our bodies and minds sharp

· Global wellbeing days for employees to relax and recharge

· Monthly wellbeing webinars and training to support employee health and wellbeing

Our Commitment To You

We’re proud of the diverse and inclusive environment we have at Sophos, and we’re committed to ensuring equality of opportunity. We believe that diversity, combined with excellence, builds a better Sophos, so we encourage applicants who can contribute to the diversity of our team. All applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, sex, gender reassignment, marital status, race, religion or belief, color, age, military veteran status, disability, pregnancy, maternity or sexual orientation. We want to give you every opportunity to show us your best self, so if there are any adjustments we could make to the recruitment and selection process to support you, please let us know.

Data Protection

If you choose to explore an opportunity, and subsequently share your CV or other personal details with Sophos, these details will be held by Sophos for 12 months in accordance with our Privacy Policy and used by our recruitment team to contact you regarding this or other relevant opportunities at Sophos. If you would like Sophos to delete or update your details at any time, please follow the steps set out in the Privacy Policy describing your individual rights. For more information on Sophos’ data protection practices, please consult our Privacy Policy