Field Sales Specialist B2B at Wolt

About the role

You will act as a trusted advisor to restaurants, grocery stores, and retail shops across Sweden, guiding them on how Wolt can strengthen their local business. Your daily work will involve consultative engagement where you listen deeply and translate business needs into tailored platform solutions. You will own the end-to-end sales cycle, from researching accounts and running compelling demos to managing objections and closing deals in a quota-driven environment. Success in this role requires a blend of curiosity, discipline, and follow-through as you consistently qualify opportunities and maintain honest pipeline hygiene. You will present clear operational and financial impact to decision-makers, turning value propositions into firm commitments. Post-sale, you will coordinate closely with internal teams to ensure smooth onboarding and ongoing partner success. This position rewards ambition, structured activity, and measurable results. You will be the primary driver of new partnerships that fuel Wolt's growth in the Swedish market.

Key facts

What you'll do

Generate qualified leads for restaurants, grocery stores, and retail shops to uncover new business opportunities across Sweden.

Present value propositions for Wolt to decision-makers, emphasizing operational and financial impact to secure firm commitments.

Conduct in-depth discovery sessions to understand partner challenges and align tailored platform solutions with their strategic goals.

Finalize and manage contracts to streamline onboarding and implementation for new partners joining the Wolt ecosystem.

Coordinate post-sale execution with Account Management, Operations, and Marketing teams to ensure ongoing partner satisfaction and retention.

Develop and maintain a data-informed sales pipeline, tracking progress and adjusting strategies based on platform-based sales tools.

Travel extensively across Sweden, covering up to 75% of working time with overnight stays to meet partners where they operate.

Build consultative selling methods that combine active listening, product knowledge, and steady follow-through to drive long-term relationships.

Leverage platform-based sales tools and data-informed decision-making approaches to tailor pitches for diverse customer priorities.

Collaborate internally with Account Management, Operations, and Marketing to align product capabilities with evolving customer needs.

Demonstrate adaptability by continuously learning new tools, market conditions, and sales strategies within a dynamic growth environment.

Requirements

A Bachelor's degree is mandatory for this position and must be obtained prior to starting.

B2B sales experience is required, with a demonstrated background in restaurant sales or retail environments preferred.

You must be willing and able to travel extensively across Sweden, covering up to 75% of working time with overnight stays as a mandatory condition of employment.

A driver's license is not required but is treated as a strong advantage for navigating Sweden efficiently.

You must have a strong drive to grow within sales and demonstrate ambition, curiosity, and ownership in every engagement.

You must be capable of qualifying deals honestly and maintaining strict pipeline discipline throughout the sales cycle.

You must be comfortable working with platform-based sales tools and data-informed decision-making approaches on a daily basis.

You must understand the importance of consultative selling methods when tailoring solutions to diverse customer priorities.

Nice to have

Experience driving complex sales and shaping sales strategies is preferred for this position and will strengthen your impact.

Practical notes

The position is based in Stockholm, Sweden, and involves significant travel within Sweden.

Success in this role depends on ambition, curiosity, and a strong drive to grow within sales.

Typical interview steps

Sales hiring often includes a role play, a discovery call simulation, and a presentation. Candidates may be asked to pitch a product to a panel or handle a tough objection. Behavioral questions focus on past quota attainment and deal history. Energy and preparation matter. Interviewers often simulate the job in the interview itself, so be ready to run a short discovery call or demo. Practicing your own sales pitch out loud helps.

Good to know

Technology-driven sales roles often combine consultative conversations with data-informed decision-making.

Platform-based businesses typically require collaboration across internal functions to align product capabilities with customer needs.

Consultative selling methods help tailor solutions to diverse customer priorities.

Continuous learning supports adapting to evolving tools and market conditions in dynamic growth environments.

Questions to ask

Good questions to ask the employer in the interview: what does success look like in the first six months, how is the team structured, what is the current biggest challenge, and how are decisions made.

Asking about growth paths and the review process is also well received.

Employers expect questions, and good ones show preparation.

Career growth

Sales careers can move from SDR or associate to account executive, senior AE, manager, and director roles.

Some sellers move into partnerships, account management, or revenue operations.

Compensation typically mixes a base with commission tied to results.

High performers in sales typically move into larger accounts, team leadership, or sales operations.

Quota history and references carry the most weight in promotion.