Role Description
As an Account Executive covering the Nordics, you’ll drive expansion within an assigned install base by uncovering new opportunities, engaging additional buying centers, and closing high-impact growth deals across Dropbox Business Enterprise, Dropbox Dash, and Dropbox Replay.
You’ll thrive here if you enjoy hunting within accounts, navigating multi-stakeholder enterprise cycles, and tailoring messaging to Nordic business culture—while operating day-to-day in English and engaging customers in Swedish, Danish, and/or Finnish.
Responsibilities
Own the full sales cycle across the Nordics territory, from prospecting through negotiation and close.
Generate and manage pipeline through outbound prospecting, account mapping, events, partners, and inbound conversion.
Build strategic territory plans and maintain disciplined pipeline hygiene to forecast accurately and exceed revenue targets.
Lead value-driven discovery with IT, Security, Compliance, Procurement, and Line-of-Business leaders.
Position Dropbox as a strategic platform by aligning multiple products to measurable customer outcomes.
Navigate complex enterprise buying processes, aligning stakeholders and managing procurement cycles.
Build trusted relationships with mid-level and executive decision-makers across technical and business functions.
Partner cross-functionally with Solutions Consulting, Customer Success, Product, and Marketing to close complex deals.
Act as the voice of the customer to influence product roadmap and go-to-market strategy.
Deliver compelling enterprise product demonstrations and confidently address technical, security, compliance, and AI-related requirements.
Requirements
4+ years of B2B SaaS closing experience with consistent quota achievement.
Proven track record of expanding existing accounts by engaging new teams and senior stakeholders.
Fluency in English plus professional fluency in Swedish, Danish, or Finnish (priority), able to run end-to-end discovery and commercial conversations.
Strong discovery and value-selling skills, translating business challenges into quantified outcomes.
Experience selling to mid-market and/or enterprise customers across multi-stakeholder buying groups (IT, Security, Procurement, Business).
Strong CRM discipline (Salesforce or equivalent) with accurate forecasting and structured account planning.
Hunter mentality with proactive pipeline generation and opportunity creation.
Business-savvy, curious, and able to clearly articulate complex products.
Collaborative, accountable, and comfortable operating in fast-paced, ambiguous, Virtual First environments (with Nordic travel as needed).
Highly organized, able to manage multiple complex sales cycles simultaneously.
Preferred Qualifications
BA/BS degree or equivalent practical experience
General knowledge of AI and its enterprise use cases
Experience hunting and managing mid-market to enterprise accounts (200–1000+ seats; ~30–80 accounts)
Experience selling multi-product/platform solutions (vs. single-point solutions)
Familiarity with Nordic enterprise buying dynamics and procurement processes
Experience working in a Virtual First or distributed sales environment
Exposure to governance, compliance, or security-focused conversations
Compensation