Account Executive, Dropbox

• 4+ years of B2B SaaS sales experience, ideally in early-stage, new product, or evolving GTM environments
• Proven ability to generate pipeline, manage complex deals, and close business in ambiguous or developing markets
• Experience selling to mid-market and enterprise customers, including executive stakeholders
• Strong qualification and value-selling discipline, using frameworks such as MEDDICC, SPICED, Command of the Message, or similar
• Consistent track record of meeting or exceeding sales targets
• High-ownership, resourceful, and adaptable mindset; comfortable taking initiative and thriving without a fully defined playbook
• Strong collaborator with excellent organizational skills, CRM experience such as Salesforce, and the ability to manage pipeline and forecast effectively
• 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

Desirable

• This role goes beyond traditional account expansion
• You’ll be responsible for building and scaling how we sell across new use cases and buying centers within our install base and with net new customers
• You’ll work through ambiguity to identify what resonates with customers, what drives real outcomes, and how we can create repeatable success
• You will operate at the intersection of execution and problem-solving, closing business while helping shape our sales motion, messaging, and approach
• This is an opportunity to have a direct impact on how Dropbox grows its next generation of products, with high visibility across GTM leadership
• 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
• The Dropbox Sales and Channel Team brings the power of enlightened work to organizations worldwide
• We deliver solutions that transform how companies collaborate
• We don’t just sell products—we create partnerships that help companies leverage Dropbox Business to ignite new ways of working
• From crafting sales strategies to analyzing business performance, we work with our customers, channel partners, and business decision makers to develop insights, identify opportunities, and do the planning and execution necessary to drive growth
• If you're excited about creating partnerships inside the organization and out, join the Sales team