Account Executive

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

📋 Description

• Assist Dropbox in broadening its reach for the Product Suite and cutting-edge AI offerings to attract new clients.

• Identify, connect with, and cultivate opportunities with entirely new customers.

• Take charge of the complete sales process, from generating leads to closing deals and renewals within the designated territory.

• Create a sales pipeline from the ground up by prospecting into new teams, departments, and executive stakeholders.

• Develop pipeline through outbound initiatives, account mapping, events, and collaborations with partners.

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

• Lead discovery sessions to reveal customer challenges, priorities, and desired outcomes.

• Implement qualification and value-selling frameworks such as MEDDICC and SPICED.

• Communicate the business impact and position Dropbox solutions based on customer outcomes.

• Propel deal momentum by creating urgency, aligning stakeholders, and establishing subsequent steps.

• Contribute to go-to-market strategy by refining Ideal Customer Profile (ICP), messaging, and use cases.

• Collaborate across various functions and relay field insights to Product and GTM teams.

⛳️ Requirements

• A minimum of 4 years of B2B SaaS sales experience, preferably including time in early-stage, new product, or evolving go-to-market environments.

• Proven track record of generating pipeline and closing deals in ambiguous or dynamic markets.

• Strong familiarity with qualification frameworks like MEDDICC, SPICED, or their equivalents.

• Demonstrated application of value selling methodologies such as Command of the Message or similar approaches.

• Experience engaging with mid-market and enterprise customers, including interactions with executive stakeholders.

• Consistent history of meeting or exceeding sales goals.

• Proficiency in using Salesforce or comparable CRM tools for pipeline management and forecasting.

• Excellent organizational skills and the ability to juggle multiple complex deals.

• BA/BS degree or equivalent experience (preferred).

• General knowledge of AI or productivity tools (preferred).

🏝️ Benefits

• Competitive salary and performance-based bonuses.

• Comprehensive health, dental, and vision insurance.

• Generous paid time off and flexible working arrangements.

• Opportunities for professional development and career growth.

• Access to cutting-edge technology and tools.