Sales & Business Development

Hi, I'm Thomas.
I build revenue
from nothing.

I have a passion for bringing the best in others — and in return, I find the best in myself. I take products into markets where they don't exist yet and build the commercial engine that makes them grow. At Druva, I took the business from under €50k ARR to $5.6M in five years — from the ground up.

Get in touch LinkedIn ↗

$5.6M

ARR built from near-zero at Druva in 5 years

100×

Revenue growth — sub €50k to $5.6M ARR

5 yrs

Building pipeline, teams, and commercial foundations from scratch

The journey

How I got here

2011

First sale, age 16

Salescorp

Cold canvas telemarketing — selling mobile subscriptions over the phone. I discovered I could move people from where they were to somewhere better. That never got old.

2013

Samsung — learning the floor

Samsung Electronics / Brandiators

Sales and marketing in retail. Drove double-digit sales growth at Elgiganten. Learned how to read a customer, hold a room, and make a product earn its place.

2015

IBM — student to full-timer

IBM Danmark

Joined as a student employee while completing my BSc at CBS. When a full-time employee left, I put my hand up. Five months in, I was working full time alongside my studies. I also became a board member of IBM's Student & Graduate Network and an IBMbassador, managing IBM Careers Nordic on social media.

2019

IBM Global Sales School — completed in 10 months

IBM Systems

Enrolled in IBM's 2-year Sales Graduate Programme after finishing my Master's. Finished in ten months — with honours. Fast-tracked into a Storage Sales Specialist role, focusing on Managed Service Providers across Denmark. Brought in 40+ new clients in six months. NPS average: 9.5. Won 5 key Danish MSPs.

2021

The break — and the leap

Transition

I had been doing everything at double speed — working full time, studying for my Master's, becoming a father to Athena. It broke me. I got stress. That moment of breaking forced a necessary question: what do I actually want? The answer was to leave IBM — known, established, safe — for something new and adventurous.

2021

Druva — building from zero

Druva

Joined as Corporate Account Executive. No channel, no distributors, sub-€50k ARR. Built the commercial engine from the ground up across the Nordics, Baltics, Eastern Europe and BeNeLux. Promoted to Senior Account Executive in 2023. Today: $5.6M ARR, 100× growth, and President's Club three years running.

How I work

The method behind the numbers

Start with the Delta

Every deal begins with one question: what's the gap between where the customer is and where they need to be? That Delta defines the pain. No pain, no opportunity. I qualify hard and early using MEDDPICC — and I only invest where the need is real.

WIIFM selling

I always think from the buyer's perspective: What's in it for me? Whether I'm talking to a CTO, CISO, CFO, or infrastructure admin, I work to understand their personal stake in the outcome — then I align my message to that. Command of the message, always.

Full ecosystem motion

I work across the full commercial surface — direct, channel partners, distributors, technology alliances (AWS), and BDR/SDR teams. I know how to build a channel from zero and how to scale one that already exists.

The hardest chapter

Building the airplane before it leaves the ground

The first six to nine months at Druva were a nightmare. Nobody knew us. We had no distributors, no partners, no channel — and Druva is a channel-first company. I wasn't scaling something. I was starting from nothing.

That required a complete shift in mindset. Forget optimising. Forget velocity. The question was simpler and harder: how do you build trust with partners who've never heard of you, in a market that doesn't know it has a problem yet?

We did it with conviction, consistency, and the people beside me: Claus Albæk (Sr. Solutions Engineer) and Espen Lillejord (Partner Sales Manager). The three of us started at the same time and are still a team today. One for all and all for one. Five years later: $5.6M ARR, a functioning channel, and a business that runs without any of us needing to hold it up alone.

That experience — building before scaling — is the one I'm most proud of, and the type of challenge I'm looking for next. Cloud, SaaS, IT — complex sales where the product is genuinely good and the market just hasn't been cracked yet.

Recognition

Consistency over time

President's Club 2025

Druva — Croatia. Third consecutive year qualifying as a top global performer.

President's Club 2024

Druva — Mexico. 122% OTE. Recognised for top performance across the Nordics and EEA.

President's Club 2023

Druva — Monaco. Top global performance FY23, first year at Senior AE level.

Education

The foundation

MSc — Leadership, Organization & Communication

Copenhagen Business School

2017 – 2019 · Minor in Big Data Analytics

For my Big Data minor, I designed a blockchain solution for Novo Nordisk — proving product quality hadn't been compromised by temperature fluctuations across the supply chain. I presented the case directly to Novo Nordisk.

BSc — Business Administration & Corporate Communication

Copenhagen Business School

2014 – 2017

HHX — Mathematics & Economics

Niels Brock

2009 – 2012

Let's talk.

New role, project, partnership, or just a good conversation — I'm always open.

dinsenthomas@gmail.com LinkedIn ↗

Beyond the title

Thomas with Mette, Athena, Valentin and Matheo

Husband. Father.
Always building.

Catholic, Danish, and proud of where I come from. A husband to Mette, and father to Athena, Valentin, and Matheo. The people in my life are my greatest achievement.

My story

Forged in Copenhagen

I'm the youngest of three, raised in a part of Copenhagen the government had written off. It wasn't easy — but it gave me something no education could: grit, street-level resilience, and an indomitable drive to build something better.

The person most responsible for that is my mother. A single mom, an immigrant from Poland, raising three kids in a neighbourhood the system had largely given up on. She led with love — but she pushed hard and expected a lot. She never let us believe that where we were from was where we had to stay.

I was the first in my family to graduate with a master's degree. I met Mette — the woman I'd marry — in that same part of the city. We found each other in a world before Tinder, before COVID, before the world got loud. A simpler time, and a truer one.

Today I speak Danish, English, and Polish. I'm Catholic, a husband, and a father of three. Copenhagen is still home — and I wouldn't have it any other way.

Giving back

The kid in the corner

"I was the overweight kid at gym class — reading a book in the corner while everyone else played."

I know what it feels like to be that child. To have the brains, the curiosity, the hunger — but to feel shut out the moment anything physical was asked of you. It shapes you in ways that take years to understand.

That's why I volunteered with FitforKids, an NGO dedicated to the health and wellbeing of overweight children and their families. Not out of obligation. Out of recognition. I've been that kid. I wanted to make sure fewer of them end up feeling alone in that corner.

My children

The smallest fighter

Athena lives for the ice. Valentin is my fighter. Matheo fills every room with his smile.

We were in our little bubble. Three days in, four days in — just Mette, Valentin, and me, exhausted and full of love.

Then, ten days in, Mette noticed his breathing was off.

We went to the hospital in the middle of the night. They took him for observation. We didn't close our eyes. The following morning, after test after test, we were rushed to Rigshospitalet. They suspected his heart. The surgery couldn't wait.

At twelve days old, Valentin went into a five-hour operation.

He made it through.

He is all good today. Healthy, growing, loud. And every single morning he is a reminder that life is a blessing — not a given.

Matheo, the littlest one, is all smiles. I'm only just beginning to get to know him — and I can't wait for the person he becomes.

What I believe

Values I live by

Respect

The foundation of every relationship worth having — in business, in marriage, and in life. I give it first and expect it in return.

Honesty

I'd rather have a hard conversation than a comfortable lie. Honesty is what makes trust possible.

Loyalty

To my family, my friends, and the people I work with. I don't walk away when things get difficult.

Indomitable spirit

Growing up where I did, you either break or you build. I chose to build — and I've never stopped.

Amor Fati

Love of fate. Whatever happens — embrace it, learn from it, use it. Marcus Aurelius put it best, and I try to live it. Not everything goes to plan. That's the plan.

Outside of work

What keeps me going

Family travel

We explore the world together. Next up: Prague — Athena has an ice skating training camp, and we're building a road trip around it.

Reading

Always with a book on the go. 2026 has included Mig og Joe by Lars Bo Hansen, Animal Farm, 1984, and The Great Gatsby. Currently deep in the Red Rising series by Pierce Brown. Meditations by Marcus Aurelius sits on my desk permanently — a book I return to, not just read.

Athena's ice skating

Following my daughter's passion has taken us to rinks and cities we'd never have discovered otherwise. Her joy is contagious.

Faith

My Catholic faith gives me perspective. There's a plan for all of us. I don't need to carry the weight of everything — that burden has been lifted. It makes me a calmer father, a steadier husband, and a more patient person.

Copenhagen on all wheels

I ride my race bike solo through the city, or load the family onto the cargo bike for adventures. The beach and the shopping streets are minutes apart. Rune Glifberg and legends like Nicky Guerrero taught me that Copenhagen streets are made to be used — I still get on the skateboard occasionally too.

Philosophy & stoicism

Just finished Meditations by Marcus Aurelius — a book I'll return to for the rest of my life. Currently deep into the Red Rising series by Pierce Brown. I love ideas that challenge how you think about resilience, fate, and purpose.

Two roots, one foundation

My mother left Poland and built a life in Copenhagen from nothing. She carried with her the Polish code of life — Bóg, Honor, Ojczyzna. God. Honour. Fatherland. It means you put God first, you never compromise your honour, and you are proud of where you come from — no matter where you land. Denmark gave me pragmatism and directness. Poland gave me faith and fierce loyalty. I've kept both. They don't conflict — they compound.

Life on Amager

Christianshavn, Amager Strand, Amager Fælled — we are blessed with so many experiences within minutes of each other. A canal, a beach, a nature reserve, and one of the world's most liveable cities, all in the same postcode. Copenhagen is not just where I live. It's who I am.

Hard work pays off.
Love is everything.
Amor Fati.

I married the love of my life, Mette — the girl from the same streets where we both grew up. Together we have three children: Athena, Valentin, and Matheo. The foundation is respect, honesty, and loyalty — in that order. What I want them to learn from watching me is simple: that where you start doesn't define you, that love is the only thing that compounds without limit, and that whatever life gives you — embrace it.

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Hi, I'm Thomas.I build revenuefrom nothing.