Senior Account Executive, Dropbox

• 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 - 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

Desirable

• As an Account Executive on the Growth team, you will play a key role in helping Dropbox evolve how we go to market as we expand into newer products like Dash
• 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