Sales Director, Nordics

Description

We’re growing and looking to hire a Sales Director who embodies our core values: People First, Customer Obsession, Strive for Excellence, and Integrity.

Claroty is a global leader in cyber-physical systems (CPS) protection, dedicated to securing the critical infrastructure that keeps the world running. We’re a fast-growing, award-winning team where innovation meets purpose—and we want you to help us define the future of cybersecurity.

About the Role:

We are seeking a high-impact, enterprise-focused Sales Director to lead and expand Claroty’s presence across the Nordics market. This is a strategic, field-based role responsible for driving new business and expanding existing accounts across critical infrastructure and industrial sectors. You will own the full sales cycle, build executive-level relationships, and shape Claroty’s long-term growth strategy in Nordics in close collaboration with global and regional leadership.

As a key market leader, you will represent Claroty in Nordics’ cybersecurity ecosystem, partnering with channel partners, MSSPs, and system integrators to accelerate adoption and deliver measurable ARR growth.

Responsibilities

As a Sales Director, your impact will be:

Enterprise Sales Leadership

• Own and drive commercial activity across the Nordics market.
• Lead complex enterprise sales cycles and consistently exceed ARR targets.
• Build strong relationships with CISOs, CIOs, and OT/Engineering leaders.
• Drive land-and-expand motions across critical infrastructure and industrial sectors.

Pipeline Generation & Growth

• Generate qualified pipeline through proactive prospecting and strategic account development.
• Develop multi-year account strategies and expand existing business within key verticals.
• Present compelling business value aligned to compliance, resilience, and risk reduction initiatives.

Partner & Channel Engagement

• Co-sell with regional partners, system integrators (SIs), MSSPs, and engineering firms.
• Support partner enablement, joint account planning, and strategic pipeline development.
• Strengthen Claroty’s ecosystem presence across regional cybersecurity and industrial landscape.

Market Representation & Collaboration

• Represent Claroty at key industry and cybersecurity events across the Nordics.
• Collaborate closely with Sales Engineering, Customer Success, Product, Marketing, and executive leadership teams.
• Provide market insights and competitive intelligence to support regional and global strategy.

Requirements

What you need to succeed in this role:

Experience & Domain Expertise

• 8+ years of experience in enterprise cybersecurity or technology sales, with a track record of closing large, complex deals.
• Experience in cybersecurity, OT/ICS security, network security, Zero Trust, IoT/IIoT, or industrial technology environments.
• Proven history of quota overachievement ($3–5M+ ARR).
• Experience selling into one or more of the following verticals: Automotive, Manufacturing, Food & Beverage, Oil & Gas, Commercial sectors including warehouses, retail, and data centers.
• Strong understanding of the regional cybersecurity ecosystem, including partners, MSSPs, and government procurement processes.
• Established relationships with enterprise customers and channel partners across Nordics.

Sales & Technical Skills

• Strong consultative selling approach with advanced negotiation and stakeholder management skills.
• Ability to articulate complex technical value propositions to both executive audiences and OT/IT practitioners.
• Comfortable discussing OT networks, ICS/SCADA environments, asset visibility, and threat detection capabilities.

Personal Attributes

• Highly autonomous and proactive, thriving in high-growth, fast-paced environments.
• Executive presence with the ability to influence senior stakeholders.
• Competitive, resilient, and results-driven mindset.
• Collaborative team player working effectively across global, cross-functional teams.
• Data-driven with strong ownership of territory planning, forecasting, and performance management.

Nice-to-Haves

• Experience working in OT environments (SCADA, PLCs, manufacturing systems).
• Background in cybersecurity scale-ups or emerging technology companies.
• Knowledge of Challenger or Force Management sales methodologies.
• Experience using Clari or similar forecasting tools.

About Claroty

Claroty has redefined cyber-physical systems (CPS) protection with an unrivaled industry-centric platform built to secure mission-critical infrastructure. The Claroty Platform provides the deepest asset visibility and the broadest, built-for-CPS solution set in the market comprising exposure management, network protection, secure access, and threat detection – whether in the cloud with Claroty xDome or on-premise with Claroty Continuous Threat Detection (CTD). Backed by award-winning threat research and a breadth of technology alliances, The Claroty Platform enables organizations to effectively reduce CPS risk, with the fastest time-to-value and lower total cost of ownership. Our solutions are deployed by over 1,000 organizations at thousands of sites across all seven continents.

A Great Place to Work® certified company, Claroty is headquartered in New York City with employees across the world. The company is widely recognized as the industry leader in CPS protection named a Leader in The Forrester Wave™: IoT Security Solutions, Q3 2025, recognized by KLAS Research as Best in KLAS for Healthcare IoT Security five years in a row, and ranking on the Forbes Cloud 100 and Deloitte Technology Fast 500 for multiple consecutive years.

Claroty is an equal-opportunity employer committed to fostering a diverse and inclusive work environment for all. We encourage applications from candidates of ALL diverse backgrounds, and special accommodations are available upon request in all selection phases.

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