Account Executive
Dropbox•1d ago
United StatesRemote$130.2K–$198.3KFull-timeMid Level4+ yrs exp
Visa-friendly
Top focus
Account Executive
- Role Description
- As an Account Executive on the Growth team, you will help Dropbox expand how we bring our Product Suite and emerging AI products to new customers.
- In this role, you’ll focus on identifying, engaging
- developing opportunities with net new customers. You’ll work with prospects to understand their needs, learn which use cases resonate
- help create successful outcomes. You’ll be expected to execute consistently, manage your pipeline effectively
- contribute feedback that helps improve our sales motion, messaging
- This is an opportunity to build strong sales experience across a growing portfolio of products while contributing to Dropbox’s next phase of growth.
- Responsibilities
- Own the full sales cycle from pipeline generation through close and renewal within your territory
- Build pipeline from scratch by prospecting into new teams, departments, and executive stakeholders
- Expand beyond existing motions to uncover new use cases and opportunities
- Consistently generate pipeline through outbound efforts, account mapping, events, and partner collaboration
- Forecast accurately and manage pipeline to consistently meet or exceed revenue targets
- Lead strong discovery to uncover customer challenges, priorities, and desired outcomes
- Apply structured qualification and value-selling frameworks (e.g., MEDDICC, SPICED) to advance deals
- Clearly articulate business impact and position Dropbox solutions around outcomes, not features
- Drive deal momentum by building urgency, aligning stakeholders, and establishing clear next steps
- Contribute to evolving GTM strategy by refining ICP, messaging, and use cases (e.g., Dash)
- Collaborate cross-functionally and bring insights from the field to influence Product and GTM
- Requirements
- 4 + years of B2B SaaS sales experience, ideally including time in early-stage, new product, or evolving GTM environments
- Proven ability to generate pipeline and close deals in ambiguous or evolving markets
- Strong experience with qualification frameworks such as MEDDICC, SPICED, or similar
- Demonstrated use of value selling methodologies such as Command of the Message or equivalent
- Experience selling to mid-market and enterprise customers, including executive stakeholders
- Consistent track record of meeting or exceeding sales targets
- High ownership mentality - you take initiative and move things forward without waiting for direction
- Thrive in ambiguity and are comfortable operating without a fully defined playbook
- Curious and business-oriented, with the ability to connect customer problems to solutions
- Resourceful and adaptable - you figure things out and adjust quickly
- Strong collaborator who contributes positively to team culture
- Experience using Salesforce or similar CRM tools to manage pipeline and forecast
- Strong organizational skills and ability to manage multiple complex deals
- Preferred Qualifications
- Experience selling a new or emerging product within an existing portfolio
- Experience working in high-change or transformation environments
- BA/BS degree or equivalent experience
- General familiarity with AI or productivity tools
- Compensation
- US Zone 1
- This role is not available in Zone 1
- US Zone 2
- $146,500 — $198,300 USD
- US Zone 3
- $130,200 — $176,200 USD
Required skills
B2B SaaSMEDDICCSPICEDSalesforce