OPSWAT, a global leader in IT, OT, and ICS critical infrastructure cybersecurity, delivers an end-to-end platform that gives public and private sector organizations and enterprises the critical advantage needed to protect their complex networks, secure their devices, and ensure compliance. Over the last 20 years our commitment to innovative technology has earned the trust of more than 1,700 organizations, governments, and institutions globally, solidifying our role in protecting the world’s critical infrastructure and securing our way of life.
The Regional Sales Manager position for Northern Europe will be a significant revenue and growth driver for OPSWAT, responsible for developing strategic territory and tier-one account plans, building senior level relationships, and opening & closing new business across complex cybersecurity environments.
The role requires a high-performing enterprise sales professional who can quickly learn OPSWAT’s technology, communicate clear business and returned operational & technical value, and position OPSWAT’s platforms against the security priorities of customers critical infrastructure, OT, IT security, and regulated industries across the region.
Role Purpose
This position is focused on identifying and converting high-value opportunities where OPSWAT can protect critical assets, reduce cyber risk, and support customers facing increasing regulatory and operational pressure. Success depends on combining a hunter’s mentality with disciplined approach to account planning, accurate forecasting, strong commercial judgment, and the ability to navigate consensus-led Northern European buying processes.
- Develop and execute strategic territory and account plans targeting high-value cybersecurity use cases in key verticals, with preference for critical infrastructure and data diode experience.
- Build trusted relationships with technical, security, operational, and C-level stakeholders, adapting the message for both technical and non-technical audiences.
- Create and progress qualified enterprise pipeline through direct selling and collaboration with SEs, marketing, channel partners, and systems integrators.
- Clearly articulate financial ROI, TCO, risk reduction, and operational value throughout the sales cycle and negotiation process.
- Maintain accurate CRM data with account, opportunity, touchpoint, inhibitor, win-plan, and forecast data for management visibility.
- Exceed annual quota measured quarterly while managing complex deal cycles, stakeholder maps, objections, and competitive pressure.
Ideal Candidate Profile
The ideal candidate will bring at least five years of successful technology sales experience, a track record of working on multi-million-dollar quotas, and demonstrable success selling complex solutions directly to enterprise customers and through partners. They should understand cybersecurity threats, tools, and buyer priorities, with the confidence to conduct credible commercial conversations and the curiosity to deepen technical understanding quickly.
- Market awareness: Understands Northern European buyer behaviors, regulatory drivers such as NIS2 and GDPR, and the difference between IT security and OT / critical infrastructure environments.
- Sales credibility: Can evidence repeatable enterprise sales process, strong quota performance, disciplined pipeline management, and the ability to learn from wins and losses.
- Character and judgment: Shows resilience, ethical conduct, sound decision-making under pressure, and the ability to hold a firm commercial line when required.
- Personal drivers: Is motivated by growth, financial achievement, and the importance of protecting critical infrastructure, with clear goals for success in the first 12–18 months.
- Coachability: Demonstrates self-awareness, openness to feedback, and a commitment to improving skills, habits, and deal execution over time.
OPSWAT is an equal opportunity employer. We celebrate diversity and are committed to providing an environment where equal employment opportunities are extended to all employees and applicants, free of discrimination and harassment of any type. All employment decisions are based on individual qualifications, job requirements, and business needs without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other category protected by federal, state, or local laws.
Recruiting Agencies: we do not accept unsolicited resumes from third party agencies for any of our open positions. To submit resumes for our jobs, there must be a recruiting contract approved by our legal team and endorsed by both parties. We are currently not accepting additional 3rd party agencies at this time.