Dropbox

Senior Account Executive

Dropbox

full-time

Posted on:

Location Type: Remote

Location: United States

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Salary

💰 $166,900 - $254,100 per year

Job Level

Senior

About the role

  • Own the full sales cycle from pipeline generation through close and renewal within your territory
  • Build pipeline from scratch by prospecting into new teams, departments, and executive stakeholders
  • Expand beyond existing motions to uncover new use cases and opportunities
  • Consistently generate pipeline through outbound efforts, account mapping, events, and partner collaboration
  • Forecast accurately and manage pipeline to consistently meet or exceed revenue targets
  • Lead strong discovery to uncover customer challenges, priorities, and desired outcomes
  • Apply structured qualification and value-selling frameworks (e.g., MEDDICC, SPICED) to advance deals
  • Clearly articulate business impact and position Dropbox solutions around outcomes, not features
  • Drive deal momentum by building urgency, aligning stakeholders, and establishing clear next steps
  • Contribute to evolving GTM strategy by refining ICP, messaging, and use cases (e.g., Dash)
  • Collaborate cross-functionally and bring insights from the field to influence Product and GTM.

Requirements

  • 6+ years of B2B SaaS sales experience, ideally including time in early-stage, new product, or evolving GTM environments
  • Proven ability to generate pipeline and close deals in ambiguous or evolving markets
  • Strong experience with qualification frameworks such as MEDDICC, SPICED, or similar
  • Demonstrated use of value selling methodologies such as Command of the Message or equivalent
  • Experience selling to mid-market and enterprise customers, including executive stakeholders
  • Consistent track record of meeting or exceeding sales targets
  • High ownership mentality - you take initiative and move things forward without waiting for direction
  • Thrive in ambiguity and are comfortable operating without a fully defined playbook
  • Curious and business-oriented, with the ability to connect customer problems to solutions
  • Resourceful and adaptable - you figure things out and adjust quickly
  • Strong collaborator who contributes positively to team culture
  • Experience using Salesforce or similar CRM tools to manage pipeline and forecast
  • Strong organizational skills and ability to manage multiple complex deals.
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
B2B SaaS salespipeline generationvalue selling methodologiesqualification frameworksMEDDICCSPICEDaccount mappingforecastingsales targetsdeal closing
Soft Skills
high ownership mentalitythrive in ambiguitycuriousbusiness-orientedresourcefuladaptablestrong collaboratorstrong organizational skillsinitiativecommunication