Navigating Security in the Nordics and Baltics: Meet Annika Grönström

What does it take to build a high-performing, customer-obsessed sales team in the Nordics and Baltics? Meet Annika Grönström, RVP of Sales for Nordics & Baltics. 

What is your team focused on right now? 

AI is a major focus. Both with enablement for our sales teams so they can guide customers confidently through the intersection of AI and security, as well as partnerships for large security transformations. 

What drew you to Zscaler, and what makes it such an exciting place to work right now?

The security solution itself. I truly believe in what we do—it is a cool, disruptive, and incredibly important technology. What is exciting is helping companies secure this next era. We are having many conversations about how to use AI with confidence. As one customer told me, "I don’t want to stop our employees from using AI—I want you to help us use it without being afraid of it." That is exactly where we make a difference.

What do you think the future of AI will look like?

AI is reshaping how companies work, share knowledge, make decisions, and use information. It democratizes access to capabilities across many different roles, and we play a vital role in helping organizations get there faster and more securely.

What does a day on your team look like?

It is a mix of high customer interaction and deep preparation. Our team puts significant effort into the planning phase to understand each customer's priorities and bring the right solutions forward. We also stay close post-sale to ensure customers consistently realize value.

What kind of person thrives on your team?

Someone who is genuinely curious, customer-obsessed, and possesses a strong work ethic. I look for "dynamic range"—people who can synthesize customer needs, our solutions, and the market to connect the dots. Because we are constantly evolving, this is a prime environment for determined, growth-minded people ready to make an impact.

How would you describe your leadership style?

I am a coach first—encouraging, strategic, and experienced. I guide people through ongoing feedback rather than micromanagement, extending trust from day one. I also believe work should be done with joy; building a strong, fun team spirit while delivering great results matters deeply to me.

What’s the best piece of advice you’ve received in your career?

Understand the customer. That has always stayed with me. When you deeply understand the customer, you create better outcomes, build lasting relationships, and ensure they feel supported in a meaningful way.

What’s something personal that helps people get to know you beyond your title?

I’m a very active person. I love running, golf, spending time outdoors, and skiing, which was a major part of family life when my two daughters competed. I also have a Goldendoodle named Boston, and when I am home, I enjoy gardening and growing my own vegetables, herbs, and flowers.

We're hiring on our sales team! Explore opportunities at zscaler.com/careers