Account Executive

Summary

Dropbox is a virtual-first company that provides collaboration and productivity solutions, including emerging AI products. The Account Executive will drive growth by prospecting for net-new customers, managing the full sales cycle, closing and renewing deals, and contributing insights to improve sales strategy, messaging, and go-to-market execution.

Responsibilities

• 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

Skills

• • 4+ 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
• • Experience selling a new or emerging product within an existing portfolio
• • Experience working in high-change or transformation environments
• • BA/BS degree or equivalent experience
• • General familiarity with AI or productivity tools

Qualifications

Must Haves

• • 4+ 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

Nice to Haves

• • Experience selling a new or emerging product within an existing portfolio
• • Experience working in high-change or transformation environments
• • BA/BS degree or equivalent experience
• • General familiarity with AI or productivity tools

Benefits

• All regular employees are eligible for the corporate bonus program or a sales incentive (target included in OTE).
• All regular employees are eligible for stock in the form of Restricted Stock Units (RSUs).
• Dropbox’s Virtual First way of working provides flexibility, autonomy, and connection, with remote work as the primary experience.
• Teams work remotely with nonlinear schedules and core collaboration hours that support deep focus and individual working styles.
• Regular team gatherings, on-demand workspaces, and Dropbox Neighborhood events.