Founding Account Executive

HIVE; Oslo fylke; On-site; NOK 900,000 - 1,200,000; Full time

Job summary

Hive is seeking a Founding Account Executive for the Nordics. You will build the market for Hive's autonomous hardware/software solutions across Norway, Sweden, and Denmark, starting from zero and expanding accounts site by site.

You will manage end-to-end deals with multiple stakeholders, including site leaders, finance, IT and executives, while traveling to customer sites and dealer locations across the Nordics.

Qualifications

• Proven track record of meeting or beating quota.
• Experience selling conceptual solutions, not just off-the-shelf products.
• Ability to build a business case with multiple stakeholders.
• Fluent English and a Scandinavian language; comfortable traveling.

Responsibilities

• Build Nordic market through outbound and leverage dealer channels to reach customers.
• Manage end-to-end deals from first contact to on-site setup.
• Sell to site managers, HSE, finance, IT and executives simultaneously.
• Create and document the Nordic sales playbook for future hires.
• Travel frequently to customer sites and dealers across Nordics.

Skills

New market development

Nordic sales

Complex deals

On-site field work

Travel readiness

Quota attainment

Stakeholder management

Tools

Deal management tools

Sales process

Job description

At Hive, we're building the defining physical AI platform of the next decade.

Industrial labor is one of the most acute bottlenecks in the global economy. Operators are expensive, hard to retain, and working in environments that are increasingly unsafe. The shortage is structural. The window to solve it is now.

Our answer is a machine-agnostic intelligence platform that lets any machine, on any site, perceive, decide, and act autonomously. One platform. Any machine. No fleet replacement.

Already live across multiple sites and customers in Europe - spanning logistics and warehousing, industrial manufacturing, and large-scale chemical production - with a US expansion underway.

The vision: one operator managing hundreds of machines simultaneously. Productive machine-hour cost dropping by 80x, and unlocks the next productivity revolution in physical work.

The mission is to make productivity limitless. Come and help us build it.

The Role

As Founding Account Executive for the Nordics, you will be the first person on the ground selling Hive's supervised autonomy to heavy machinery customers in Norway, Sweden and Denmark.

You start with a base to work from. Several Nordic customers are already running or onboarding Hive machines, and we have active dialogue with Volvo and Komatsu dealers across the region. Your job is to expand those accounts site by site and land new logos alongside them.

The title is deliberate. You build this market from the start, and how far the role grows is decided by how you perform.

What You Will Do

Build the Nordic market

• Build your own pipeline through outbound, and take over opportunities that are already partly qualified.
• Work the dealer channel with Volvo and Komatsu dealers to reach their customers.
• Create demand where none exists yet. Most customers are not looking for this, so you find the process where it fits and build the case with them.

Own the deal end to end

• Run the deal from first conversation to the first machine running on the customer's site.
• Sell at every level at the same time: site manager, HSE, finance, IT and the executive team.
• Work with your champion as a co-author. Build the business case and the internal documentation with them, and help them drive the decision inside their company.
• Handle technical questions yourself. There is no pre-sales team behind you, so you learn the solution well.

Grow the accounts

• Take over existing customer relationships after onboarding and expand them to new sites and machines.
• Almost every account starts with one machine and one site. Own the path to the next twenty.

Write the playbook

• Document how Hive sells in the Nordics, and hand it to the people we hire after you.

Essential

What We're Looking For

• You have built something from nothing: a new market, a new region, a new product line or a business of your own.
• A consistent track record of hitting or beating quota, and you can show the numbers.
• Experience selling something conceptual rather than off the shelf. Software, software-enabled hardware, automation or systems integration, where you had to build the business case yourself.
• Complex deals with multiple stakeholders, C-level economic buyers and sales cycles measured in quarters.
• You enjoy being on site. Quarries, plants, construction sites and machines interest you.
• A life situation that allows heavy travel.
• Fluent professional English and a Scandinavian language.

Strongly Preferred

• Experience from a structured sales playbook environment.
• An existing network in construction, quarrying, building materials, mining or industrial equipment in the Nordics.
• Based in Oslo or willing to relocate.

This Is Probably Not the Job for You If

• You need a process to exist before you can work inside it.
• You prefer not to travel. Expect to be on the road most weeks.
• You have only sold machines or equipment. Selling a wheel loader and selling autonomous operation of a wheel loader are very different jobs.
• You hand over documentation and wait for the inbox to answer.

What Success Looks Like

• The existing Nordic accounts have grown to new sites and machines.
• New logos are signed and the first machines are running on their sites.
• The dealer channel produces qualified meetings on a regular basis.
• Hive has a written Nordic sales playbook that the next hire can use.