Director Hyperscaler Sales at atNorth

Atnorth As; Stockholms kommun; Hybride; SEK 2 000 000 - 3 000 000; Plein temps

Résumé du poste

atNorth is seeking a Director of Hyperscaler Sales to lead a high-performing team across the Nordics and Benelux. You will drive logo acquisition, upsell, and renewals for key Hyperscaler accounts, while aligning strategy with executive leadership and the legal/commercial teams.

This role requires extensive travel and a strong track record in enterprise sales, with a focus on delivering value in a fast-paced technology environment.

Qualifications

• Master's degree in a relevant field (business, engineering, or computer science) and several years in data center or related field.

Responsabilités

• Direct a high-performing team of Sales Managers and their units, providing strategic direction, performance leadership, and hands-on coaching.
• Develop, refine, and execute go-to-market strategies and account plans for the Hyperscaler market.
• Lead negotiations for Hyperscaler agreements with legal and commercial terms to maximize profitability.
• Partner with the bid team to formulate winning strategies before proposals.
• Drive the sales pipeline and coach a distributed team to exceed targets.
• Identify and pursue new opportunities through targeted prospecting and industry networks.

Connaissances

Strategic leadership

Sales leadership

Hyperscaler sales

Negotiations

People management

Stakeholder management

English fluency

Formation

Master's degree in business/engineering/CS

Outils

CRM software (Salesforce)

Description du poste

atNorth is a leading Nordic data center company that offers cost-effective, scalable high-density colocation and built-to-suit services trusted by industry-leading organizations.

With sustainability at its core, atNorth’s data centers run on renewable energy resources and support circular economy principles. All atNorth sites leverage innovative design, power efficiency, and intelligent operations to provide long-term infrastructure and flexible colocation deployments.

atNorth is headquartered in Reykjavik, Iceland and operates seven data centers in strategic locations across the Nordics, as well as four mega sites under development across Kouvola, Finland, Ølgod, Denmark, Sollefteå, Sweden and Haugaland, Norway. The business also has an additional metro site under development in Stockholm, Sweden. For more information, visit atNorth.com or follow atNorth on LinkedIn.

The Role

As our new Director of Hyperscaler Sales at atNorth, you will play a pivotal role in securing, growing, and nurturing our most valuable Hyperscaler partnerships. In this high-impact position, you will directly drive the organization’s expansion by spearheading new logo acquisition, upselling, and executing high-value renewals for strategically designated accounts.

We are looking for a hands-on, high-performing business leader who excels at bridging visionary strategy with operational execution. You will lead our dedicated Hyperscaler Sales unit—fostering a culture of excellence, coaching your team to success, and actively managing the sales pipeline from initial opportunity to successful closure.

If you thrive in a fast-paced, cutting-edge technology environment and excel at turning strategic visions into market success, this is your next career step.

This role requires extensive travel, with the flexibility to be based in any of the Nordic countries or Benelux. The Director of Hyperscaler Sales reports to the Chief Sales Officer at atNorth.

Key Responsibilities

Strategic Leadership & Organizational Development

• Direct a high-performing team of Sales Managers and their respective units. You will provide strategic direction, performance leadership, and hands-on coaching, ensuring the team is aligned to deliver on atNorth’s overarching organizational objectives. As a key leader, you will collaborate closely with senior executives and fellow directors to execute company-wide strategies.

Sales Strategy & Market Execution

• Develop, refine, and execute tailored go-to-market strategies and robust account plans specifically designed for the Hyperscaler market.
• Lead high-stakes negotiations for Hyperscaler agreements in close collaboration with atNorth’s legal advisors. This includes structuring Service Level Agreements (SLAs) and commercial terms to close deals that maximize profitability while upholding industry standards and compliance.
• Partner with the bid team to formulate winning strategies prior to proposal creation.
• Act as a "coaching player" for a distributed team of direct reports (including Sales Directors, New Logo Sales Executive, Client Managers, and Bid Managers). You will drive best-in-class performance for every opportunity to consistently exceed sales targets.
• Proactively identify and pursue new business opportunities through targeted prospecting, elite networking, and industry connections. You will stay ahead of market trends, competitor movements, and emerging technologies impacting Hyperscalers.

Customer Relationship & Contract Management

• Build, nurture, and maintain long-term, high-value relationships with key stakeholders in the Hyperscaler segment, ensuring our technical and business solutions precisely match their evolving needs.
• Own the end-to-end account management and relationship lifecycle for all signed Hyperscaler agreements, ensuring long-term partner success and satisfaction.

Your profile

Qualifications

• Master’s degree in a relevant field, such as business, engineering, or computer science.
• Several years of experience in the data center industry or a related field, with a proven track record of signing Hyperscaler deals.
• Technical Knowledge with potential to understand the aspects of building and operating to a Hyperscaler standard in order to address client needs effectively.
• Excellent stakeholder management skills and ability to develop relationships at all levels internally and externally.
• Extensive experience working within executive leadership teams
• Excellent communication & influencing skills across international markets.
• Ability to understand client needs and translate these into concrete solutions.
• Analytical and strategic thinking abilities to develop value statements for and win strategies for the sales opportunities.
• Strong leadership within a matrixed environment across multiple functions and geographical scope of responsibility.
• Fluent in English, in writing and orally.

Attributes

• High level of initiative, reliability and positive attitude.
• The ability to analyze technical data, market trends, and industry developments is important for making informed decisions.
• A customer-centric approach and the ability to build and maintain relationships are key.
• Willingness to learn about customers industries, their challenges and macro trends.
• Strong team player but also able to work independently and to tight timescales.
• Adaptability to multi-cultural environments – displaying cultural sensitivity.
• A "can-do" mentality: hands-on, entrepreneurial, flexible and open-minded.

About the atNorth Culture

We believe that sustainable success starts with the wellbeing of our people. For us, an open, transparent, and inclusive culture is more than a priority, it is the core of how we lead and innovate.

We don’t just talk about culture; we nurture it. Through regular one-to-one engagements and monthly wellbeeing surveys, we listen carefully to our teams, ensuring that every voice is heard and every opportunity for improvement is embraced. We recognize that innovation and collaboration thrive where people feel truly connected, which is why we come together each week to share ideas, strengthen relationships, and nurture a sense of belonging. At atNorth, we are building a community where you can do your best work and shape a sustainable future together.