About the Role & Team

We are looking for a Regional Sales Director – Nordics to take full commercial ownership of Formalize’s business across Denmark, Sweden, Norway and Finland.

This role is designed for a strong domain expert within GRC, compliance, risk, governance or legal, who wants to move from advisory or consulting into a commercial leadership role within a high-growth SaaS scale-up.

Rather than looking for a traditional SaaS sales profile, we are deliberately looking for someone who brings deep regulatory and compliance expertise. We believe GRC knowledge is the most critical success factor in this role. SaaS, tools and sales methodologies can be learned – regulatory insight and domain credibility cannot.

This is a revenue leadership role with full accountability for revenue growth, customer outcomes, and market presence across the region. You will be responsible for building and scaling a high-performing commercial organisation and driving strong alignment across Sales, Marketing, Partnerships and Product.

The role combines strategic market leadership and hands-on execution. You will define the Nordic go-to-market strategy, shape the local partner ecosystem, and ensure that Formalize is recognised as the category leader in GRC and compliance across the region.

What you will do

• Own and execute the Nordic commercial strategy across Denmark, Sweden, Norway and Finland in line with company GTM and growth targets

• Define country-level go-to-market plans based on local market dynamics, regulatory drivers, and buyer behavior

• Carry full revenue accountability for pipeline, bookings, ARR, forecast accuracy, and regional profitability

• Build, lead, and scale a high-performing Nordic sales organisation (SDRs, AEs, Partner Managers)

• Hire, coach, and develop top-tier commercial talent and foster a strong performance culture

• Drive disciplined execution across direct and partner-led sales motions

• Personally lead and close strategic enterprise opportunities and executive-level negotiations

• Build and scale a strong Nordic partner ecosystem and drive co-sell and partner-sourced growth

• Align closely with Marketing to deliver regionally relevant demand generation and field activities

• Ensure strong sales operational excellence in forecasting, pipeline management, and data-driven execution

• Establish Formalize as a category leader in GRC and compliance across the Nordic region

What you bring

• A solid professional background within GRC, compliance, risk, governance, legal or regulatory domains

• Ideally you come with experience from consulting, advisory, audit, legal or similar client-facing roles (e.g. management consulting, compliance advisory, risk consulting, legal advisory, Big4)

• Strong understanding of regulatory frameworks and how compliance challenges impact businesses

• A clear commercial mindset and hunter mentality – motivated by revenue, growth and closing deals

• Proven ability to sell complex solutions to senior stakeholders and decision-makers

• Strong business acumen and ability to translate regulatory needs into commercial value

• High level of ownership, ambition and drive to build something from the ground up

• Fluent in English and at least one Nordic language

You come as a GRC expert first – commercial profile second. We will teach you SaaS, tools and processes.

Nice to have's

• Experience in high-growth or scale-up SaaS environments

• Familiarity with value-based selling frameworks (e.g. MEDDPICC)

• Experience working with consulting or SI partner ecosystems

Practicalities

• Salary: Competitive and commensurate with experience. Details will be discussed during the recruitment process

• Office location: Skelbækgade 2, Copenhagen

Our salary levels are directly linked to our structured career framework, which includes regular performance reviews. As you build skills, take on new responsibilities, and progress in your role, your salary grows with you. Our framework makes development clear and transparent, so you always know what the next step looks like.

What do we offer you?

• Thorough pre- and onboarding to set you up for success

• A culture of ownership, trust, and independence with the support you need

• Continuous development through bi-annual growth talks and weekly check-ins

• Benefits, including lunch, health insurance, and social events

• A strong team spirit where we celebrate wins and enjoy time together across offices

• Our annual Global Summit, where the whole company meets and connects

Our recruitment process

• Send your application and upload relevant information

• 15-30 minutes online interview with our Talent Acquisition team

• 30-minute online interview with our CCO

• Completion of Personality Assessment & Case Presentation

• 60 minutes in-person final interview with our CCO & other relevant stakeholder(s)

About Formalize

Formalize is a tech company founded in 2021 with offices in Aarhus, Copenhagen, Milan, and Madrid. Currently, we are a team of +170 people from 19 nationalities operating in multiple European markets and are one of the fastest growing SaaS scale-ups. We thrive on ambition, deliver impact through pragmatism, and embrace passion and honesty. We are celebrating our wins, learn from our mistakes, and grow together as a team.

Our journey began within the whistleblowing compliance sector, highlighted by the award-winning Whistleblower Software by Formalize, laying the foundation of our success story. Now, we have extended our expertise to a larger compliance universe, including data compliance, risk, and privacy. Our Formalize product helps companies to effortlessly navigate and stay ahead in the ever-changing landscape of compliance. Our platform adapts to regulatory changes, continuously adapting to meet and foresee the evolving needs of our users, ensuring businesses remain compliant and confident in their operations.

Still curious? Read more about us here: About Formalize.

Ready to apply?

We will hold interviews and hire on an ongoing basis. For more information or questions, please contact the responsible recruiter in the Talent Acquisition team. Apply now with your resume and other relevant information through our Career Page. We look forward to seeing your application!