Account Executive

This is a fully remote position, open to applicants in United States.

📋 Description

• Take charge of the entire sales cycle from generating pipeline to closing deals and renewals within your designated territory.

• Develop a pipeline from the ground up by reaching out to new teams, departments, and executive stakeholders.

• Go beyond existing processes to identify new use cases and opportunities.

• Continuously create pipeline through outbound initiatives, account mapping, events, and collaboration with partners.

• Accurately forecast and manage the pipeline to consistently achieve or surpass revenue goals.

• Conduct thorough discovery sessions to identify customer challenges, priorities, and desired outcomes.

• Utilize structured qualification and value-selling frameworks (e.g., MEDDICC, SPICED) to progress deals.

• Clearly communicate the business impact and position Dropbox solutions in terms of outcomes rather than features.

• Propel deal momentum by creating urgency, aligning stakeholders, and defining clear next steps.

• Contribute to the evolving go-to-market strategy by refining ideal customer profiles, messaging, and use cases (e.g., Dash).

• Work collaboratively across functions, bringing field insights to influence Product and GTM strategies.

⛳️ Requirements

• A minimum of 4 years of B2B SaaS sales experience, preferably in early-stage, new product, or dynamic GTM settings.

• Demonstrated ability to generate pipeline and close deals in uncertain or changing markets.

• Strong familiarity with qualification frameworks such as MEDDICC, SPICED, or similar methodologies.

• Proven experience in applying value-selling methodologies like Command of the Message or equivalent.

• Background in selling to mid-market and enterprise clients, including executive stakeholders.

• Consistent history of meeting or exceeding sales targets.

• High sense of ownership - you take initiative and progress tasks without waiting for guidance.

• Ability to thrive in ambiguity and operate effectively without a fully defined playbook.

• Inquisitive and business-focused, with the capability to link customer challenges to appropriate solutions.

• Resourceful and adaptable - you are able to solve problems and adjust swiftly.

• A strong collaborator who positively contributes to team culture.

• Proficient in using Salesforce or similar CRM tools to manage pipeline and forecasting.

• Excellent organizational skills with the ability to handle multiple complex deals.

🏝️ Benefits

• Competitive salary and performance-based bonuses.

• Comprehensive health and wellness benefits.

• Opportunities for professional development and career advancement.

• Flexible working arrangements to support work-life balance.