Nordh Executive Search

Jan Nordh
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Nordh Executive Search is an independent and owner-managed personnel consulting firm specializing in the occupation of specialist and managerial positions in the area of it – with the following main areas:IT/Cyber securityData Analytics / Big DataCloud SolutionsStorageStartupsSoftware Development

  1. 14h ago

    It’s Not a Pitch. It’s a Discovery Call. How Top Salespeople Win Job Interviews

    Why do so many outstanding sales professionals fail interviews, despite being exceptional at selling? Because they stop selling the way they normally do. In this episode, Executive Recruiter Jan Nordh explains why your next job interview should never feel like a presentation. Instead, it should be approached exactly like a successful Discovery Call. Drawing on more than 25 years in Enterprise Sales and 19 years in Executive Search, Jan shares practical techniques that help top-performing Account Executives, Sales Leaders and Enterprise Software professionals stand out during interviews. You’ll learn: • Why presenting your CV is often the biggest interview mistake • How to diagnose the hiring manager’s real business problem before positioning yourself • How to qualify a role just like you qualify an enterprise sales opportunity • Why the interview itself is your live sales demonstration • How to leave every interview with a clear next step Whether you work in Cybersecurity, Enterprise Software, SaaS, AI Infrastructure or Data Centers, these techniques will help you conduct interviews with more confidence, more authority and better results. If you’re preparing for your next Enterprise Sales interview, this episode provides practical advice you can apply immediately.

  2. Jul 1

    AI in Job Interviews: The Interview Question That Reveals How You Really Think

    “What are your thoughts on AI?” It sounds like a simple interview question. In reality, it has become one of the most revealing questions in executive hiring, leadership interviews and enterprise sales recruitment. In this episode of the Nordh Executive Search Podcast, I explain what hiring managers are actually evaluating when they ask about Artificial Intelligence, why most candidates answer the wrong question, and how experienced professionals can demonstrate judgment instead of simply expressing an opinion. In this episode you’ll learn: • Why AI questions have become common in executive interviews • What hiring managers are really testing • The three-part framework: Position. Proof. Limitation. • How to answer with real business examples instead of generic opinions • The mistakes even experienced sales leaders and executives make • Why judgment has become one of the most valuable leadership skills in the AI era I also share a real example from a recent Executive Search assignment, where two highly qualified candidates received completely different outcomes because of how they approached this single interview question. Whether you’re interviewing for an Executive role, VP Sales, Sales Director, Enterprise Account Executive or another leadership position, this episode offers practical advice you can immediately apply. About the Nordh Executive Search Podcast Hosted by Jan Nordh, founder of Nordh Executive Search, this podcast shares practical insights from more than 19 years of Executive Search and 25 years of Enterprise Software Sales.

  3. Jun 17

    Executive Presence in the Interview

    Why doesn't the most qualified person on the shortlist automatically get the senior role? Because senior roles are rarely decided on knowledge alone, but on something that becomes visible in the first few minutes of an interview: executive presence. In this episode, Jan Nordh, founder of Nordh Executive Search, takes the topic to where it really counts for you: the interview room for a senior sales role. Drawing on 19 years in executive search and countless interview debriefs, he explains why the verdict is often set after just a few minutes, and why technically excellent candidates fail exactly here. Using the example of Kai, who loses the same role and then wins it on the second attempt, he shows what can actually change in the first three minutes. What you'll learn: Why hiring managers file you as a peer or an applicant in the first few minutes, and filter everything afterward through that lens. Where technically strong candidates really lose in the executive interview, and what the line "I couldn't see a CISO taking him seriously" means. What presence looks like in concrete terms: pace, pauses, clear positions, naming a weakness without your voice cracking. Three concrete levers to deliberately shape how you come across in an interview. For IT sales professionals, enterprise account executives, cybersecurity and sales leaders across the DACH region and the Nordics who don't want to lose their next senior role on first impression. Topics: executive presence, cybersecurity, enterprise software, IT sales, career strategy, executive search, DACH, Nordics.

  4. Jun 10

    Pay Transparency and Your Sales Career

    Since 7 June 2026, an EU deadline has redrawn the balance of power in salary negotiations. Most people talk about compliance. The real question is: what does it mean for your next salary conversation, whether you sit in Stockholm, Paris or London? Jan Nordh breaks down the EU Pay Transparency Directive from a market perspective, practical, not legal. Why it shifts negotiating power toward the candidate, and how the picture differs across the Nordics, France and the UK. Sweden is pushing back and wants to renegotiate, France is moving toward salary ranges in adverts and a salary-history ban, and the UK sits outside the directive entirely after Brexit, with its own rules. At the center is the part rarely addressed concretely in sales: variable pay. Commission, bonus and OTE are explicitly covered by the rule, and the fixed and variable parts must be reported separately. The real lever is not the base, but where inequality actually sits in sales: territory, accounts, quota and ramp. What you'll learn: The five core points of the directive, in plain terms, and what they mean in practiceWhere the Nordics, France and the UK really stand, and why Sweden is the outlierWhy in sales the inequality sits in the variable part, not the baseThe right question in the room: is that base or on-target earnings?For IT sales professionals, enterprise account executives and sales leaders in cybersecurity, enterprise software and AI across the Nordics, the UK, France and the wider EU. Snapshot June 2026.

  5. Jun 9

    What Hiring Managers Really Want To Hear

    Most candidates rehearse their answers. But they never understand the questions. And that is exactly what decides an interview between an offer and a rejection. Jan Nordh has spent years in debrief meetings, hearing what hiring managers say about candidates the moment they leave the room. In this episode he turns the table around and shows the interview from the other side. What is really being evaluated behind questions like tell me about yourself, what is your biggest weakness, or why are you leaving your role? The lens is enterprise sales: the hiring manager is the economic buyer, and you are selling exactly one product, yourself, as the solution to their problem. Plus a timely note on the new EU Pay Transparency Directive and what it means for your next negotiation. What you'll learn: Why tell me about yourself is not a warm-up, but the first question you are scored onThe line hiring managers think in the debrief when you trash your old employerThe clean salary strategy: research, anchor, and turn the question backWhy the offer almost never goes to the best CV, but to the best fitFor IT sales professionals, enterprise account executives, sales leaders and anyone making their next career move in cybersecurity, enterprise software and AI across Europe and the Nordics.

  6. Jun 5

    Why Recruiters Ghost You

    Why does a recruiter go completely silent after a good conversation? Most people blame the system, the market, or the ATS. The honest answer is more uncomfortable — and it almost always has something to do with you. In this episode I explain what really happens when a recruiter ghosts you: usually, something in your story didn't add up — and it wasn't worth their time to challenge it. I break down why reliability is the most underrated career strategy in enterprise sales, why trust is the only currency that counts, and how to get your credibility account back into the black. What you'll learn: The real reason recruiters ghost — and why almost nobody says it out loudWhy being flaky is more dangerous than lying — and works exactly the same wayWhy hiring managers pick the reliable eight over the unpredictable tenA 4-level model to build your credibility systematicallyFor IT sales professionals, enterprise account executives, sales leaders and anyone steering their career strategically in cybersecurity, enterprise software and AI across the DACH region and the Nordics.

  7. May 29

    Please Pick Me – Why Pick-Me Energy Is Killing Your Job Chances

    Why do qualified candidates miss out on offers — even when they’re a strong fit on paper? In many cases, it’s not the resume. It’s not the experience. It’s something more subtle. After 19 years in Executive Search, I’ve seen a recurring pattern: candidates who try too hard to be liked often reduce their chances of getting hired. In this episode, I explain why experienced hiring managers react negatively to what is often called Pick-Me Energy — and why the opposite isn’t confidence or arrogance. It’s alignment. You’ll learn: • What Pick-Me Energy looks like in senior-level interviews • Why over-explaining, excessive agreement and approval-seeking create doubt • How hiring managers and internal recruiters actually assess risk • Why alignment is more persuasive than self-promotion • Three practical ways to improve your interview positioning immediately This episode is particularly relevant for: Enterprise Account ExecutivesSales LeadersCybersecurity ProfessionalsSaaS and AI ProfessionalsCandidates pursuing senior roles in DACH, the Nordics and international marketsBecause a job interview is not a popularity contest. It’s a mutual evaluation process. And the candidates who get the offer are rarely the ones trying hardest to be chosen. They are the ones who clearly demonstrate alignment.

  8. May 20

    Stop Pitching Yourself in Interviews — Do This Instead

    "What makes you different from other candidates?" This question comes up in almost every serious job interview — and most candidates answer it wrong. Not because they're unprepared. Because they do exactly what they've always been taught: deliver a pitch. In this episode, Jan Nordh — founder of Nordh Executive Search and executive headhunter with 19 years of experience in cybersecurity, enterprise software, and AI infrastructure — explains why the polished elevator pitch backfires in interviews, and what successful candidates do instead. You'll learn: – The three most common mistakes candidates make when answering this question, and why experienced sales professionals are especially prone to mistake number three – Why pitching in an interview creates the same reaction as an aggressive software demo — and how top candidates avoid it – A concrete technique to take control of the conversation without coming across as arrogant – How consultative selling — something you already use every day — becomes the most powerful interview method For IT sales professionals, enterprise account executives, sales leaders, and anyone in cybersecurity, enterprise software, or AI infrastructure who is looking for their next role or wants to position themselves strategically.

  9. May 11

    Why Some Candidates Get Placed Fast. And Others Don’t

    The 4 traits that separate top candidates from everyone else. Why do some candidates land multiple interviews and strong offers within weeks — while others spend months applying without traction? After nearly 19 years in Executive Search across Cybersecurity, Enterprise Software and AI, I’ve noticed a clear pattern: The difference is rarely the CV. It’s usually four specific traits. In this episode, I break down the four characteristics I consistently see in candidates who move faster, interview better, and position themselves more effectively in today’s market. You’ll learn: Why “open to anything” is not a strategyWhy 150 applications often create less momentum than 10 focused conversationsThe importance of relationship intelligence in senior-level hiringWhy courage is often the hidden driver behind career accelerationHow top candidates create clarity, focus, trust and momentumThis episode is especially relevant for: Enterprise Account ExecutivesSales Leaders & VP-level professionalsCybersecurity, SaaS and AI professionalsCandidates navigating senior-level career moves in DACH, Nordics and international marketsBased on real-world Executive Search experience from the technology industry.

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About

Nordh Executive Search is an independent and owner-managed personnel consulting firm specializing in the occupation of specialist and managerial positions in the area of it – with the following main areas:IT/Cyber securityData Analytics / Big DataCloud SolutionsStorageStartupsSoftware Development

Information

  • Creator
    Jan Nordh
  • Years Active
    2020 - 2026
  • Episodes
    20
  • Rating
    Clean
  • Copyright
    © 2026 Nordh Executive Search
  • Show Website
    Nordh Executive Search