Senior Account Executive at Dropbox

You're a seasoned B2B SaaS sales professional with at least six years of experience, particularly skilled in navigating ambiguous markets and selling new or evo

Work type: remote

Location: Remote - US: Select locations

Salary: $187,900 – $254,100/yr

Type: Full-time

Summary

You're a seasoned B2B SaaS sales professional with at least six years of experience, particularly skilled in navigating ambiguous markets and selling new or evolving products. A strong foundation in value selling frameworks like MEDDICC or SPICED is essential. This role offers a compensation of $187,900—$254,100 USD per year for a fully remote position within the US Zone 2, allowing you to directly impact how a major tech company grows its next generation of products. You might be a good fit if you: * Have a proven ability to generate pipeline and close deals in evolving markets. * Are comfortable using qualification frameworks like MEDDICC or SPICED. * Have experience selling to mid-market and enterprise customers, including executives. * Can manage pipeline and forecast using Salesforce or similar CRM tools.

Job Description

## Role Description

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. 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.

You will operate at the intersection of execution and problem-solving, closing business while helping shape our sales motion, messaging, and approach.

This is an opportunity to have a direct impact on how Dropbox grows its next generation of products, with high visibility across GTM leadership.

## 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

• 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

• 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

US Zone 1

This role is not available in Zone 1

US Zone 2
$187,900—$254,100 USD

US Zone 3
$166,900—$225,900 USD

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