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Senior Account Executive

1 month, 2 weeks ago
United States
Full-time
Senior
Account Executive
Sales and Business Development
CRM Salesforce
Apply Now
Dropbox

Dropbox

Dropbox is a technology company that builds simple, powerful products for individuals and businesses. With over 700 million registered users worldwide, Dropbox offers file sync, sharing, online backup, cloud storage, collaboration tools, and more to st...

Internet Software & Services
1K-5K
Founded 2007
View All Jobs 59

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.
  • 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 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 evolving go-to-market strategy by refining ICP, messaging, and use cases, and collaborate cross-functionally to share field insights with Product and GTM.

Requirements

  • 6+ years of B2B SaaS sales experience, ideally 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 ability to take initiative without waiting for direction.
  • Comfort operating in ambiguity without a fully defined playbook.
  • Curious, business-oriented mindset with the ability to connect customer problems to solutions.
  • Resourceful and adaptable approach to working through change.
  • Strong collaboration skills and positive contribution 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.
  • 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).

Benefits

  • US Zone 2 base salary range: $187,900 to $254,100 USD.
  • US Zone 3 base salary range: $166,900 to $225,900 USD.
  • Opportunity to work on newer Dropbox products with high visibility across GTM leadership.

Interested in this position?

Apply directly on the company website

Apply Now

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