Account Executive Nordics at Dropbox

<h2 class="p1"><span class="s1">Role Description</span></h2> <p><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qovw8w7fz78zz76zz86z6tiz82z8z82zjf8z85z869ez87zz85zqz69zz78zplz73zz69z">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.</span></p> <p><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qovw8w7fz78zz76zz86z6tiz82z8z82zjf8z85z869ez87zz85zqz69zz78zplz73zz69z">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.</span></p> <h2 class="p1"><span class="s1">Responsibilities</span></h2> <ul> <li data-start="51" data-end="157"> <div data-start="53" data-end="157">Own the full sales cycle across the Nordics territory, from prospecting through negotiation and close.</div> </li> <li data-start="158" data-end="279"> <div data-start="160" data-end="279">Generate and manage pipeline through outbound prospecting, account mapping, events, partners, and inbound conversion.</div> </li> <li data-start="280" data-end="408"> <div data-start="282" data-end="408">Build strategic territory plans and maintain disciplined pipeline hygiene to forecast accurately and exceed revenue targets.</div> </li> <li data-start="409" data-end="514"> <div data-start="411" data-end="514">Lead value-driven discovery with IT, Security, Compliance, Procurement, and Line-of-Business leaders.</div> </li> <li data-start="515" data-end="622"> <div data-start="517" data-end="622">Position Dropbox as a strategic platform by aligning multiple products to measurable customer outcomes.</div> </li> <li data-start="623" data-end="727"> <div data-start="625" data-end="727">Navigate complex enterprise buying processes, aligning stakeholders and managing procurement cycles.</div> </li> <li data-start="728" data-end="845"> <div data-start="730" data-end="845">Build trusted relationships with mid-level and executive decision-makers across technical and business functions.</div> </li> <li data-start="846" data-end="968"> <div data-start="848" data-end="968">Partner cross-functionally with Solutions Consulting, Customer Success, Product, and Marketing to close complex deals.</div> </li> <li data-start="969" data-end="1061"> <div data-start="971" data-end="1061">Act as the voice of the customer to influence product roadmap and go-to-market strategy.</div> </li> <li data-start="1062" data-end="1202" data-is-last-node=""> <div data-start="1064" data-end="1202">Deliver compelling enterprise product demonstrations and confidently address technical, security, compliance, and AI-related requirements.</div> </li> </ul> <h2 class="p1"><span class="s1">Requirements</span></h2> <ul> <li data-start="51" data-end="129"> <div>4+ years of B2B SaaS closing experience with consistent quota achievement.</div> </li> <li data-start="130" data-end="231"> <div>Proven track record of expanding existing accounts by engaging new teams and senior stakeholders.</div> </li> <li data-start="232" data-end="386"> <div>Fluency in English plus professional fluency in Swedish, Danish, or Finnish (priority), able to run end-to-end discovery and commercial conversations.</div> </li> <li data-start="387" data-end="491"> <div>Strong discovery and value-selling skills, translating business challenges into quantified outcomes.</div> </li> <li data-start="492" data-end="634"> <div>Experience selling to mid-market and/or enterprise customers across multi-stakeholder buying groups (IT, Security, Procurement, Business).</div> </li> <li data-start="635" data-end="746"> <div>Strong CRM discipline (Salesforce or equivalent) with accurate forecasting and structured account planning.</div> </li> <li data-start="747" data-end="828"> <div>Hunter mentality with proactive pipeline generation and opportunity creation.</div> </li> <li data-start="829" data-end="906"> <div>Business-savvy, curious, and able to clearly articulate complex products.</div> </li> <li data-start="907" data-end="1049"> <div>Collaborative, accountable, and comfortable operating in fast-paced, ambiguous, Virtual First environments (with Nordic travel as needed).</div> </li> <li data-start="1050" data-end="1130" data-is-last-node=""> <div>Highly organized, able to manage multiple complex sales cycles simultaneously.</div> </li> </ul> <h2>Preferred Qualifications</h2> <ul> <li data-start="134" data-end="185"> <div data-start="136" data-end="185">BA/BS degree or equivalent practical experience</div> </li> <li data-start="186" data-end="242"> <div data-start="188" data-end="242">General knowledge of AI and its enterprise use cases</div> </li> <li data-start="243" data-end="347"> <div data-start="245" data-end="347">Experience hunting and managing mid-market to enterprise accounts (200–1000+ seats; ~30–80 accounts)</div> </li> <li data-start="348" data-end="432"> <div data-start="350" data-end="432">Experience selling multi-product/platform solutions (vs. single-point solutions)</div> </li> <li data-start="433" data-end="513"> <div data-start="435" data-end="513">Familiarity with Nordic enterprise buying dynamics and procurement processes</div> </li> <li data-start="514" data-end="588"> <div data-start="516" data-end="588">Experience working in a Virtual First or distributed sales environment</div> </li> <li data-start="589" data-end="662"> <div data-start="591" data-end="662">Exposure to governance, compliance, or security-focused conversations</div> </li> </ul> <h2>Compensation</h2><div class="content-pay-transparency"><div class="pay-input"><div class="title">United Kingdom Pay Range</div><div class="pay-range"><span>£109,700</span><span class="divider">&mdash;</span><span>£148,400 GBP</span></div></div><div class="pay-input"><div class="title">Ireland Pay Range</div><div class="pay-range"><span>€96.100</span><span class="divider">&mdash;</span><span>€129.900 EUR</span></div></div><div class="pay-input"><div class="title">Germany Pay Range</div><div class="pay-range"><span>€124.100</span><span class="divider">&mdash;</span><span>€167.900 EUR</span></div></div></div>