Senior Account Executive

🔥 6 hours ago

🇺🇸 United States – Remote

💵 $166.9k - $254.1k / year

⏰ Full Time

🟠 Senior

🧑‍💼 Account Executive

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

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Dropbox

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2007

💼 Consulting

🏭 Manufacturing

📦 Logistics

Consulting • Manufacturing • Logistics

Dropbox is a cloud-based service that provides tools for storing, sharing, and accessing files across devices. It offers features such as document sharing, video review, automatic backups, and AI-driven scheduling. Dropbox also provides solutions for different sectors like teams, sales, marketing, and education, and industries including construction, media, technology, and manufacturing. With a focus on security, Dropbox ensures files are encrypted and protected against tampering. It offers integrations with various productivity tools and is trusted by major companies for efficient file management and collaboration.

📋 Description

• Own the full sales cycle from pipeline creation through close within the LATAM territory • Build pipeline from scratch by prospecting into new teams, departments, and executive stakeholders • Partner with global channel partners to drive in-market opportunities when needed • Expand beyond existing motions to uncover new use cases and opportunities • Generate pipeline through outbound efforts, account mapping, events, and partner collaboration • Forecast accurately and manage pipeline to meet or exceed revenue targets • Lead discovery to uncover customer challenges, priorities, and desired outcomes • Apply structured qualification and value-selling frameworks, such as MEDDICC and SPICED, to advance deals • Articulate business impact and position Dropbox solutions around outcomes rather than features • Drive deal momentum by building urgency, aligning stakeholders, and establishing clear next steps • Contribute to GTM strategy by refining ICP, messaging, and use cases • Collaborate cross-functionally and bring field insights to influence Product and GTM • Help Dropbox evolve its go-to-market approach and scale sales across new use cases and buying centers

🎯 Requirements

• 6+ years of B2B SaaS sales experience, ideally including time in early-stage, new product, or evolving GTM environments • Portuguese, Spanish, and English fluency essential • Experience working the LATAM territory • 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 and ability to move things forward without waiting for direction • Ability to thrive in ambiguity and operate without a fully defined playbook • Ability to connect customer problems to solutions • Resourceful and adaptable • Strong collaboration and team-culture contribution • Experience using Salesforce or similar CRM tools to manage pipeline and forecast • Strong organizational skills and ability to manage multiple complex deals • Preferred: experience selling a new or emerging product within an existing portfolio • Preferred: experience working in high-change or transformation environments • Preferred: BA/BS degree or equivalent experience • Preferred: general familiarity with AI or productivity tools • Preferred: channel experience or working with Channel Partners • Preferred: global market experience