Account Executive - Defence

Whether you’re an experienced professional or just getting started, your contributions matter  you’re passionate about tackling meaningful challenges alongside talented team members committed to helping each other succeed, all while having lots of fun, we want to hear from you. We offer competitive benefits and salaries, personal and professional development opportunities, flexibility, and much more! Fortra is seeking an experienced Account Executive to grow sales of its defensive cybersecurity solutions across Sweden Defence.

This individual will own a portfolio of Ministry of Defence accounts and related Defence organisations, develop strategic customer relationships, and lead opportunities from initial engagement through contract award and account expansion. The successful candidate will combine a record of cybersecurity sales success with a strong understanding of Swedish Defence missions, MOD acquisition processes and stakeholder decision-making. This role requires a proactive seller who can identify mission needs, build demand, secure executive sponsorship and coordinate the resources needed to win complex opportunities.

Develop and execute a territory plan covering MOD commands, enterprise organisations, programme offices, establishments, Defence agencies and relevant frontline opportunities. Meet or exceed assigned sales targets through new customer acquisition, expansion within existing accounts and coordination on renewals. Build relationships with mission owners, cybersecurity leaders, information technology teams, programme managers, commercial and procurement personnel and senior decision-makers. Position Fortra’s defensive cybersecurity capabilities—including data classification, data loss prevention, data security posture management, email security, integrity and compliance monitoring, vulnerability management and human risk management
-against customer requirements. Connect customer priorities such as protecting sensitive information, reducing cyber risk, advancing Zero Trust and supporting operational readiness to measurable business and mission outcomes. Identify and qualify opportunities by establishing customer requirements, funding sources, acquisition strategies, decision criteria, competitive positioning and procurement timelines. Lead the sales process, including discovery, account strategy, presentations, solution evaluations, proposals, negotiations and closing.

Partner with sales engineers and product specialists to validate technical fit, deployment requirements and applicable security authorisations. Develop joint account and opportunity strategies with Defence primes, global systems integrators, resellers and distribution partners supporting Sweden Defence customers. Coordinate responses to requests for information, invitations to tender, requests for quotations and other MOD acquisition activities. Maintain accurate CRM records, opportunity plans, pipeline coverage and forecasts.

Work with customer success and delivery teams to support adoption, customer satisfaction and long-term account growth. Success in this role means consistent sales performance, a qualified, accurate and sustainable pipeline, strong relationships across Sweden Defence and a repeatable strategy for expanding Fortra’s presence. The Account Executive will establish Fortra as a trusted cybersecurity partner by aligning its solutions with customer needs and maintaining disciplined execution throughout the sales lifecycle.

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Five or more years of enterprise technology or cybersecurity sales experience, including direct sales…