Account Executive

🕒 June 12

🇺🇸 United States – Remote

💵 $130.2k - $198.3k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

🧑‍💼 Account Executive

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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 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