Founding Account Executive, Nordic Market — Autonomous Machinery

HIVE; Oslo; On-site; NOK 900,000 - 1,100,000; Full time

Job summary

Hive is expanding in the Nordics and seeks a Founding Account Executive to sell its supervised autonomy to heavy machinery customers across Norway, Sweden and Denmark. You’ll land new logos, expand existing accounts, and work directly with dealers to grow the pipeline.

You will own deals end-to-end, engage with site managers, HSE, finance, IT and executives, and craft the business case with champions on site. Based in Oslo with travel.

Qualifications

• 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.
• Experience selling something conceptual rather than off the shelf.
• Complex deals with multiple stakeholders, C-level economic buyers.
• 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.

Responsibilities

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

Job description

Hive is expanding in the Nordics and seeks a Founding Account Executive to sell its supervised autonomy to heavy machinery customers across Norway, Sweden and Denmark. You’ll land new logos, expand existing accounts, and work directly with dealers to grow the pipeline.

You will own deals end-to-end, engage with site managers, HSE, finance, IT and executives, and craft the business case with champions on site. Based in Oslo with travel.