Field Sales Account Manager

About the team
In Sweden we operate with a clear split between inside sales and field sales supported by a customer success role. Inside sales typically handles smaller initial deals and when an account grows beyond a defined threshold it transitions to field sales ownership. Field sales owns the relationship drives adoption and expands the account over time.
This role is a classic field sales position with a dedicated customer base and responsibility for both growth and selected new logo acquisition.

What truly sets us apart is our culture. This is a team with an exceptional atmosphere: friendly supportive and genuinely collaborative colleagues who are here to win as a team. People share knowledge help each other succeed and keep competition external not internal. If you are looking for a high performing sales environment without the ego and internal friction you will feel at home here. Add to that strong pride in our products and a positive customer reputation and you get a high performing sales environment where people stay grow and succeed together.

The opportunity
We are hiring a new Field Sales Account Manager to strengthen our presence in the Gothenburg region and to rebalance account coverage. You will join a well-functioning sales setup with strong alignment with marketing and a clear handover model from inside sales.
Our portfolio is best of breed in Sweden especially in closing books and tax and we are a market leader. Winning is all about value-based selling proof of impact and credibility with finance tax and accounting stakeholders.

What you will do

• Own and grow a dedicated customer base

• Manage and develop a portfolio currently sized in the hundreds of customers with an ambition to reduce overload and enable higher quality account management

• Drive renewals upsell cross sell and expansion across the portfolio

• Support customers in the journey from on premise to cloud solutions where relevant

• Identify needs early build account plans and increase product penetration and usage

• Win new business in a tough competitive market

• Deliver new logo acquisition alongside existing base growth with a typical split of around 70 percent existing customer growth and 30 percent new business

• Source and create opportunities through professional networks industry associations events exhibitions and referrals from existing customers

• Build pipeline through proactive outreach and smart prospecting

• Run longer cycle sales processes with stamina structure and relationship depth typically around 67 days on average and longer for larger deals

• Sell a broad tax and accounting portfolio

• Position and sell across the Capego portfolio and adjacent tax and accounting products including solutions across closing books tax audit KYC teamwork and related offerings

• Sell training services in addition to software both on site and classroom style where relevant

• Articulate best of breed value and handle price objections with strong commercial reasoning and ROI storytelling

• Work cross functionally to deliver customer outcomes

• Partner closely with marketing through a bi weekly collaboration

• Engage customer support and professional services to resolve issues and deliver training

• Navigate product management discussions constructively representing customer needs and field feedback and maintaining a healthy push pull between sales priorities and product roadmap

• Maintain CRM hygiene and essential reporting

Location and travel

• The role is intended to be based in Gothenburg to ensure local presence and improved customer coverage in the region

• Travel is person meetings with customers are mostly in early / new customer relationships with follow ups typically online

What success looks like
Within the first months you will:

• Build a structured plan for your assigned territory and portfolio

• Establish strong relationships across key accounts and with internal stakeholders

• Demonstrate value based selling behaviour

• Build a healthy pipeline for new logo growth in your region

Over the first year you will

• Deliver portfolio growth through renewals upsell and cross sell

• Contribute meaningfully to new logo acquisition despite competitive price pressure

• Improve account coverage quality through prioritization planning and execution

What we are looking for
Minimum requirements

• Proven B2B experience with customer facing responsibility ideally at least 2 years of successful performance in a relevant role

• Comfort selling to a range of stakeholders from sole practitioners to enterprise environments including procurement and senior decision makers

• Basic business and finance understanding gained through education or work experience so you can credibly discuss the fundamentals of closing books tax and compliance processes

• Ability to run structured sales cycles with patience and stamina not just quick transactional selling

• Swedish and English fluency as used in customer and internal communication

Preferred background

• Experience in software or value-based solution selling

• Familiarity with the Swedish tax and accounting ecosystem

• Experience from relevant market players adjacent finance and compliance solutions

• Candidates with an accounting audit or tax background who are motivated to move into commercial roles can be considered if they have strong customer facing capability

• Personal traits that fit the team and customer base

• Hunter mindset when needed combined with the maturity to develop long term relationships

• Humble credible and consultative style that resonates with tax and accounting professionals

• Entrepreneurial ownership you operate like you run your own business within a larger enterprise

• Comfortable with admin and process discipline

Compensation

• Competitive base salary plus variable compensation

• Typical structure is approximately 70 percent fixed and 30 percent variable with the variable portion linked to performance across existing base growth new business and relevant transactional or training related elements

Onboarding and support

• Close weekly coaching with the Sales Director with higher touch support early on

• Structured product enablement and shadowing with experienced field sales colleagues

• Possible time in Stockholm for onboarding and exposure to key accounts and ways of working

Questions
Reach out to recruiter Silvie Roelans on

Our Interview Practices

To maintain a fair and genuine hiring process we kindly ask that all candidates participate in interviews without the assistance of AI tools or external prompts. Our interview process is designed to assess your individual skills experiences and communication style. We value authenticity and want to ensure were getting to know younot a digital assistant. To help maintain this integrity we ask to remove virtual backgrounds and include in-person interviews in our hiring process. Please note that use of AI-generated responses or third-party support during interviews will be grounds for disqualification from the recruitment process.

Applicants may be required to appear onsite at a Wolters Kluwer office as part of the recruitment process.