Senior Account Executive

<h2 class="p1"><span class="s1">Role Description</span></h2> <p><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zbserz76zbpe7snpz73zo7z78z5z74zz79zz71zz81zp70z79zz66zt8m">As an Account Executive on the Growth team, you will play a key role in helping Dropbox evolve how we go to market as we expand into newer products like Dash. </span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zbserz76zbpe7snpz73zo7z78z5z74zz79zz71zz81zp70z79zz66zt8m">This role goes beyond traditional account expansion. You’ll be responsible for building and scaling how we sell across new use cases and buying centers within our install base and with net new customers. You’ll work through ambiguity to identify what resonates with customers, what drives real outcomes, and how we can create repeatable success.</span></p> <p><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zbserz76zbpe7snpz73zo7z78z5z74zz79zz71zz81zp70z79zz66zt8m">You will operate at the intersection of execution and problem-solving, closing business while helping shape our sales motion, messaging, and approach.</span></p> <p><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zbserz76zbpe7snpz73zo7z78z5z74zz79zz71zz81zp70z79zz66zt8m">This is an opportunity to have a direct impact on how Dropbox grows its next generation of products, with high visibility across GTM leadership.</span></p> <h2 class="p1"><span class="s1">Responsibilities</span></h2> <ul> <li><span class="thread-214360347497990596017295 attrcomment attrcommentfirst thread-214360347497990596017295-first author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qovvunz66z4z78z1dz79zz78zpz90z2z69z2z77z1gf3naz73zz122ze6j5sjz73z"><span class="comment-extra-inner-span">Own the full sales cycle from pipeline generation through close </span></span><span class="thread-214360347497990596017295 attrcomment author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zbserz76zbpe7snpz73zo7z78z5z74zz79zz71zz81zp70z79zz66zt8m"><span class="comment-extra-inner-span">and renewal </span></span><span class="thread-214360347497990596017295 attrcomment author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qovvunz66z4z78z1dz79zz78zpz90z2z69z2z77z1gf3naz73zz122ze6j5sjz73z"><span class="comment-extra-inner-span">within your territory</span></span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zbserz76zbpe7snpz73zo7z78z5z74zz79zz71zz81zp70z79zz66zt8m">Build pipeline from scratch by prospecting into new teams, departments, and executive stakeholders</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zbserz76zbpe7snpz73zo7z78z5z74zz79zz71zz81zp70z79zz66zt8m">Expand beyond existing motions to uncover new use cases and opportunities</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zbserz76zbpe7snpz73zo7z78z5z74zz79zz71zz81zp70z79zz66zt8m">Consistently generate pipeline through outbound efforts, account mapping, events, and partner collaboration</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qovvunz66z4z78z1dz79zz78zpz90z2z69z2z77z1gf3naz73zz122ze6j5sjz73z">Forecast accurately and manage pipeline to consistently meet or exceed revenue targets</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qovvunz66z4z78z1dz79zz78zpz90z2z69z2z77z1gf3naz73zz122ze6j5sjz73z">Lead strong discovery to uncover customer challenges, priorities, and desired outcomes</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qovvunz66z4z78z1dz79zz78zpz90z2z69z2z77z1gf3naz73zz122ze6j5sjz73z">Apply structured qualification and value-selling frameworks</span> <span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qovvunz66z4z78z1dz79zz78zpz90z2z69z2z77z1gf3naz73zz122ze6j5sjz73z h-lparen">(e.g.,</span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qovvunz66z4z78z1dz79zz78zpz90z2z69z2z77z1gf3naz73zz122ze6j5sjz73z"> MEDDICC, SPICED) to advance deals</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qovvunz66z4z78z1dz79zz78zpz90z2z69z2z77z1gf3naz73zz122ze6j5sjz73z">Clearly articulate business impact and position Dropbox solutions around outcomes, not features</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qovvunz66z4z78z1dz79zz78zpz90z2z69z2z77z1gf3naz73zz122ze6j5sjz73z">Drive deal momentum by building urgency, aligning stakeholders, and establishing clear next steps</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qovvunz66z4z78z1dz79zz78zpz90z2z69z2z77z1gf3naz73zz122ze6j5sjz73z">Contribute to evolving GTM strategy by refining ICP, messaging, and use cases</span> <span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qovvunz66z4z78z1dz79zz78zpz90z2z69z2z77z1gf3naz73zz122ze6j5sjz73z h-lparen">(e.g.,</span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qovvunz66z4z78z1dz79zz78zpz90z2z69z2z77z1gf3naz73zz122ze6j5sjz73z"> Dash)</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qovvunz66z4z78z1dz79zz78zpz90z2z69z2z77z1gf3naz73zz122ze6j5sjz73z">Collaborate cross-functionally and bring insights from the field to influence Product and GTM</span></li> </ul> <h2 class="p1"><span class="s1">Requirements</span></h2> <ul> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zbserz76zbpe7snpz73zo7z78z5z74zz79zz71zz81zp70z79zz66zt8m">6+ years of B2B SaaS sales experience, ideally including time in early-stage, new product, or evolving GTM environments</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zbserz76zbpe7snpz73zo7z78z5z74zz79zz71zz81zp70z79zz66zt8m">Proven ability to generate pipeline and close deals in ambiguous or evolving markets</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zbserz76zbpe7snpz73zo7z78z5z74zz79zz71zz81zp70z79zz66zt8m">Strong experience with qualification frameworks such as MEDDICC, SPICED, or similar</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zbserz76zbpe7snpz73zo7z78z5z74zz79zz71zz81zp70z79zz66zt8m">Demonstrated use of value selling methodologies such as Command of the Message or equivalent</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zbserz76zbpe7snpz73zo7z78z5z74zz79zz71zz81zp70z79zz66zt8m">Experience selling to mid-market and enterprise customers, including executive stakeholders</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zbserz76zbpe7snpz73zo7z78z5z74zz79zz71zz81zp70z79zz66zt8m">Consistent track record of meeting or exceeding sales targets</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zbserz76zbpe7snpz73zo7z78z5z74zz79zz71zz81zp70z79zz66zt8m">High ownership mentality - you take initiative and move things forward without waiting for direction</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zbserz76zbpe7snpz73zo7z78z5z74zz79zz71zz81zp70z79zz66zt8m">Thrive in ambiguity and are comfortable o