Senior Account Executive

🔥 4 minutes 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

• Help customers achieve better business outcomes with Dropbox’s full suite of products • Build trusted relationships with existing and prospective customers • Develop account strategies and demonstrate the value of Dropbox’s integrated product portfolio • Own the full sales cycle from pipeline generation through close and renewal within the territory • Build pipeline through prospecting, outbound efforts, account mapping, events, and partner collaboration • Expand beyond existing motions to uncover new use cases and opportunities • 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, including MEDDICC and SPICED • Articulate business impact and position Dropbox solutions around outcomes • Drive deal momentum by building urgency, aligning stakeholders, and establishing next steps • Contribute to GTM strategy by refining ICP, messaging, and use cases • Collaborate cross-functionally and bring field insights to Product and GTM

🎯 Requirements

• 6+ 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 and initiative • Ability to thrive in ambiguity and operate without a fully defined playbook • Curious and business-oriented, with the ability to connect customer problems to solutions • Resourceful and adaptable • Strong collaboration and organizational skills; ability to manage multiple complex deals • Experience using Salesforce or similar CRM tools to manage pipeline and forecast • Preferred: experience selling a new or emerging product within an existing portfolio; experience in high-change or transformation environments; BA/BS degree or equivalent experience; familiarity with AI or productivity tools