Account Executive - Nordics

MicroStrategy Incorporated; Greater London; On-site; GBP 120,000 - 180,000; Full time

Job summary

Strategy seeks a Senior Account Executive to drive strategic sales into enterprise accounts within its London territory. This is a new-business hunter role with a 70/30 split between new logo opportunities and account development, requiring MEDDIC and strong value-based selling.

You will manage the full sales cycle, engage C-level and IT stakeholders, and collaborate across Sales, Marketing, and Professional Services.

Qualifications

• 7+ years of quota-carrying software sales to large enterprises.
• Track record of consistently exceeding quota.
• Hunter mentality with robust pipeline generation.
• Experience with MEDDIC and Command of the Message.
• Senior-level stakeholder engagement with referenceable client wins.
• Experience in Business Intelligence, AI, Data Analytics, CRM/ERP/Cloud software sales.
• Swedish language proficiency.

Responsibilities

• Drive complex, enterprise-wide sales cycles and present Strategy’s value proposition to C-level stakeholders.
• Prospect, develop and close new business while building referenceable customers.
• Create business impact models, ROI and TCO analyses.
• Manage all stages of the sales cycle and coordinate across Sales, Marketing and Professional Services.
• Develop territory and target account plans to build a strong pipeline.
• Maintain a healthy mix of prospects, opportunities and proposals.
• Meet and exceed direct sales targets within assigned territory.
• Gain deep knowledge of Strategy’s BI products and their applications.
• Position solutions using ROI, business cases and analyst data.
• Coordinate industry events and user groups to generate interest.
• Follow MEDDPICC methodology and manage risk, reporting findings.

Skills

Quota-carrying sales

Hunter mentality

Pipeline generation

MEDDIC

Command of the Message

Stakeholder engagement

Enterprise sales

Storytelling

Swedish language

Education

Degree educated or equivalent

Job description

Company Description

Strategy (Nasdaq: MSTR) is at the forefront of transforming organizations into intelligent enterprises through data-driven innovation. We don't just follow trends—we set them and drive change. As a market leader in enterprise analytics and AI software, we've pioneered the BI and analytics space, empowering people to make better decisions and revolutionizing how businesses operate. We are now also at the forefront of AI disruption, providing data via our enterprise semantic layer to AI agents, tools, and platforms.

But that's not all. Strategy is also leading a groundbreaking shift in digital assets, adopting bitcoin as our primary treasury reserve asset in 2020. Since then, we have issued innovative bitcoin-backed securities and have been the leader in bitcoin treasury companies. This visionary move has helped us build a fortress balance sheet, and is solidifying our position as a forward-thinking, innovative force in the market.

Our people are the core of our success. At Strategy, you'll join a team of smart, creative minds working on dynamic projects with cutting-edge technologies. We thrive on curiosity, innovation, and a relentless pursuit of excellence.

Our corporate values—bold, agile, engaged, impactful, and united—are the foundation of our culture. As we lead the charge into the new era of AI and financial innovation, we foster an environment where every employee's contributions are recognized and valued.

Join us and be part of an organization that lives and breathes innovation every day. At Strategy, you're not just another employee, you're a crucial part of a mission to push the boundaries of analytics and redefine financial investment.

Job Description

The Role

Strategy is seeking a Senior Account Executive to drive strategic sales into enterprise accounts within his/her assigned territory. Responsibilities include prospecting, qualifying, selling, and closing new logo business into prospects and installed accounts. This is a new business hunter and individual contributor role with quota carrying responsibility. Whilst the focus is on new business development, there will be a split of approximately 70% new logo business together with 30% account development for existing customers. Hunter mentality, robust Pipeline Generation approach, experience with MEDDIC and Command of the Message.

Your Focus

• Drive complex, enterprise-wide sales cycles and effectively present Strategy’s value proposition to both C-level business and IT stakeholders through strategic value-led engagements

• Prospect, develop and close new business while creating satisfied and referenceable customers

• Research the customer environment to create effective business impact models, account plans and win plans; and create business cases, ROI and TCO models

• Manage all aspects of the sales process including lead generation, qualification, evaluation, close and account care, collaborating cross-functionally with Sales (Inside Sales, Sales Engineering), Marketing and Professional Services

• Work strategically with Inside Sales to develop a territory and target account plan to create a healthy pipeline that will yield overachievement in booking targets

• Manage an individual sales pipeline to ensure an appropriate mix of prospects, new business opportunities and firm proposals

• Balance long-term objectives with short term results to maximise overall revenue generation

• Meet and exceed direct sales goals within assigned territory

• Acquire and maintain a thorough working knowledge of Strategy’s Business Intelligence software products and services and a deep understanding of their applications

• Position Strategy’s solutions through strategic value-based selling, business case definition, return on investment analysis, customer references and analyst data

• Coordinate and manage industry events and user groups to generate market interest

• Ensure that all stages of the sales cycle are undertaken effectively to achieve the required results whilst adhering to Strategy’s chosen sales methodology - MEDDPICC

• Identify and manage risk in his/her business activities and take responsibility for reporting risks in a timely, open, and appropriate manner

• Prepare accurate sales forecasts and sales cycle reporting using Strategy’s CRM tool

• Leverage and enhance partner relationships to drive additional value and revenue

Qualifications

Required Experience and Skills

• 7+ years' experience of quota-carrying sales of software products and services into large enterprises

• Demonstrable track record of consistent over-quota sales performance

• Hunter mentality

• Strong Pipeline Generation (PG) approach

• Experience with MEDDIC and Command of the Message

• Hungry for success and driven to achieve high financial rewards

• Proven track record of senior level stakeholder engagement on complex IT and Business-led opportunities with referenceable client wins

• Extensive experience in prospecting, driving, and closing complex enterprise sales cycles

• Experience in areas such as Business Intelligence, Artificial Intelligence, Data Analytics, CRM, ERP, Cloud enterprise software sales

• Ability to manage multiple priorities effectively, network internally to get things done and be accountable for their decisions; ensuring all stages of sales cycle are running concurrently; opening pipe; progressing; closing deals; prioritizing tasks

• Demonstrable knowledge of key Return on Investment and Total Cost of Ownership principles

• A creative self-starter who can work effectively within a supportive team culture whilst independently managing their own business

• Ability to work in a fast paced, open, collaborative, and success-driven environment

• A strong storyteller with a customer-centric approach who can quickly build rapport

• Degree educated or equivalent academic/work experience
• Swedish language

Desirable Experience and Skills

• Working knowledge of Business Intelligence competitor products, Data Preparation, ETL, Databases, Analytics and Enterprise Data Warehouses. Understanding of Big Data is preferred