Account Executive

DropboxRemote · Posted 20 days ago

Full-timeRemoteEst. 172,400 USD

Description

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, and developing opportunities with net new customers. You’ll work with prospects to understand their needs, learn which use cases resonate, and help create successful outcomes. You’ll be expected to execute consistently, manage your pipeline effectively, and contribute feedback that helps improve our sales motion, messaging, and approach over time.

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

Durable Skills

AI fluency means using these tools to amplify human judgment, not replace it. We believe people with these skills will thrive as work and technology continue to evolve:

Awareness: Understand yourself and others.
Judgment: Evaluate information and make decisions in complex situations.
Adaptability: Learn, adjust, and stay effective through change.
Connection: Communicate, collaborate, and build trust.

To learn more about why these skills matter and what the data shows about thriving through change, read this blog post from our Chief People Officer, Melanie Rosenwasser.

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