Note: The job is a remote job and is open to candidates in USA. Dropbox is a global company focused on creating a more enlightened way of working through collaboration and productivity solutions. The Account Executive will drive growth by managing the full sales cycle for net new customers, building pipeline, leading discovery, positioning Dropbox’s Product Suite and emerging AI products, and closing and renewing deals. The role also contributes to evolving sales strategy and collaborates cross-functionally with Product and go-to-market teams.
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
Skills
- 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
- 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
Benefits
- All regular employees are also eligible for the corporate bonus program or a sales incentive (target included in OTE)
- All regular employees are also eligible for stock in the form of Restricted Stock Units (RSUs)
- Dropbox’s Virtual First way of working provides flexibility, autonomy, and connection
- Teams work remotely with nonlinear schedules and core collaboration hours that support deep focus and individual working styles
- Asynchronous communication to improve clarity, respect deep work time, and reduce unnecessary meetings
- Regular team gatherings
- On-demand workspaces
- Dropbox Neighborhood events
Company Overview
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