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