Senior Account Executive

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

📋 Description

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

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

• Go beyond current strategies to discover new use cases and opportunities.

• Create a pipeline through outbound initiatives, account mapping, events, and collaborating with partners.

• Accurately forecast and manage your pipeline to meet or exceed revenue objectives.

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

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

• Communicate business impact effectively and align Dropbox solutions with outcomes rather than just features.

• Propel deal progress by instilling urgency, aligning key stakeholders, and defining clear next steps.

• Contribute to go-to-market strategies by enhancing ideal customer profiles, messaging, and use cases.

• Work collaboratively across functions and provide field insights to influence product development and go-to-market strategies.

• Assist customers in achieving improved business outcomes through Dropbox’s comprehensive suite of products.

⛳️ Requirements

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

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

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

• Proven experience in employing value selling techniques such as Command of the Message or comparable approaches.

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

• A consistent history of meeting or surpassing sales targets.

• A strong sense of ownership and the capability to advance initiatives independently.

• Comfortable functioning in ambiguous situations without a fully outlined playbook.

• Inquisitive and business-focused, with an ability to connect customer challenges to effective solutions.

• Resourceful and adaptable in dynamic environments.

• Strong team player with a commitment to fostering a collaborative culture.

• Proficient in using Salesforce or similar CRM tools for pipeline management and forecasting.

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

🏝️ Benefits

• Competitive salary and performance-based incentives.

• Comprehensive health, dental, and vision insurance.

• Flexible work hours and remote working options.

• Opportunities for professional development and career advancement.

• A supportive and inclusive work environment.