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
United Kingdom Pay Range
£109,700—£148,400 GBP
Ireland Pay Range
€96.100—€129.900 EUR
Germany Pay Range
€124.100—€167.900 EUR