Senior Account Executive

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

📋 Description

• Take charge of the entire sales cycle from pipeline development to closing deals within the LATAM region.

• Create a pipeline from the ground up by engaging with new teams, departments, and executive stakeholders.

• Collaborate with global channel partners to seize in-market opportunities as necessary.

• Broaden existing strategies to identify new use cases and business opportunities.

• Generate pipeline through outbound initiatives, account mapping, events, and partnership collaborations.

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

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

• Utilize structured qualification and value-selling frameworks, such as MEDDICC and SPICED, to advance deals.

• Clearly articulate the business impact and position Dropbox solutions based on outcomes rather than features.

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

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

• Work collaboratively across teams and provide field insights to influence Product and GTM strategies.

• Assist Dropbox in evolving its go-to-market strategy and scaling sales across new use cases and buying centers.

⛳️ Requirements

• A minimum of 6 years of B2B SaaS sales experience, preferably in early-stage companies, new product launches, or evolving GTM environments.

• Fluency in Portuguese, Spanish, and English is essential.

• Experience working within the LATAM territory.

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

• Strong proficiency with qualification frameworks like MEDDICC, SPICED, or comparable methods.

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

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

• Consistent history of meeting or exceeding sales targets.

• A strong ownership mentality with the ability to advance initiatives independently.

• Capability to excel in ambiguous situations and operate without a fully defined playbook.

• Ability to connect customer challenges with appropriate solutions.

• Resourcefulness and adaptability are essential traits.

• Strong collaborative skills and contributions to team culture.

• Experience utilizing Salesforce or similar CRM tools for pipeline management and forecasting.

• Excellent organizational skills with the capability to manage multiple complex deals simultaneously.

• Preferred: experience selling a new or emerging product within an established portfolio.

• Preferred: experience in high-change or transformation environments.

• Preferred: BA/BS degree or equivalent experience.

• Preferred: general familiarity with AI or productivity tools.

• Preferred: experience with channel sales or working alongside channel partners.

• Preferred: global market experience.

🏝️ Benefits

• Comprehensive health and wellness benefits.

• Opportunities for professional development and growth.

• Flexible work arrangements to promote work-life balance.

• Supportive and inclusive company culture.

• Access to innovative tools and resources to enhance productivity.