Senior Account Executive

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

📋 Description

• Assist customers in achieving improved business outcomes using Dropbox’s comprehensive range of products

• Establish trusted relationships with both current and potential customers

• Create account strategies and showcase the value of Dropbox’s integrated product offerings

• Manage the entire sales process from pipeline creation to closing and renewal within the designated territory

• Generate pipeline through prospecting, outbound initiatives, account mapping, events, and collaboration with partners

• Go beyond existing strategies to identify new use cases and opportunities

• Provide accurate forecasts and manage the pipeline to meet or surpass revenue objectives

• Lead discovery sessions to identify customer challenges, priorities, and desired results

• Utilize structured qualification and value-selling frameworks, including MEDDICC and SPICED

• Communicate business impact and position Dropbox solutions based on outcomes

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

• Contribute to the go-to-market strategy by refining ideal customer profiles, messaging, and use cases

• Work collaboratively across functions and provide field insights to Product and Go-to-Market teams

⛳️ Requirements

• Over 6 years of experience in B2B SaaS sales, preferably including time in early-stage, new product, or evolving go-to-market environments

• Proven track record of generating pipeline and closing deals in uncertain or changing markets

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

• Demonstrated application of value selling methodologies like Command of the Message or equivalent

• Experience in selling to mid-market and enterprise clients, including executive-level stakeholders

• Consistent history of achieving or exceeding sales goals

• High level of ownership and initiative

• Ability to thrive in ambiguous situations and operate without a fully defined playbook

• Curious and business-focused, with the capability to connect customer challenges to solutions

• Resourceful and adaptable

• Strong collaboration and organizational skills; ability to manage multiple complex deals

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

• Preferred: experience in selling a new or emerging product within an existing portfolio; experience in dynamic or transformative environments; BA/BS degree or equivalent experience; familiarity with AI or productivity tools

🏝️ Benefits

• Competitive salary and commission structure

• Comprehensive health and wellness benefits

• Opportunities for professional development and career advancement

• Flexible work arrangements and a supportive work environment