Account Executive

• As an Account Executive on the Growth team, you will help Dropbox expand how we bring our Product Suite and emerging AI products to new customers
• In this role, you’ll focus on identifying, engaging, and developing opportunities with net new customers. You’ll work with prospects to understand their needs, learn which use cases resonate, and help create successful outcomes
• You’ll be expected to execute consistently, manage your pipeline effectively, and contribute feedback that helps improve our sales motion, messaging, and approach over time
• This is an opportunity to build strong sales experience across a growing portfolio of products while contributing to Dropbox’s next phase of growth
• 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

Benefits

• On-site fitness and meditation classes
• Commuter subsidies
• Medical, dental, and vision coverage
• We offer a generous company contribution toward individual medical, dental, and vision insurance coverage, including contributions toward dependent premiums
• Start building a successful 401K retirement plan with our dollar for dollar contribution match, up to $1,500 per quarter to a maximum of $6,000 per calendar year
• Keep sharing and collaborating with friends and family even when you’re not at work with free Dropbox space for your whole crew
• Take the vacation you’ve always dreamed of with up to four consecutive weeks of paid time off
• Celebrate common holidays without your paycheck taking the hit with 11 company paid holidays
• Each Dropboxer has access to 32 hours of paid volunteer time off each year that they can use to support the causes close to their hearts
• We regularly offer panels and seminars featuring the best minds in tech, talent, diversity, and beyond that any Dropboxer can attend from the comfort of their home
• No two Dropboxers are the same, and their benefits shouldn’t be either. Our Perks allowance empowers employees to customize their benefits in line with what really matters to them- Consistent track record of meeting or exceeding sales targets
• 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 experience with qualification frameworks such as MEDDICC, SPICED, or similar
• Strong organizational skills and ability to manage multiple complex deals
• High ownership mentality - you take initiative and move things forward without waiting for direction
• Proven ability to generate pipeline and close deals in ambiguous or evolving markets
• Strong collaborator who contributes positively to team culture
• 4+ years of B2B SaaS sales experience, ideally including time in early-stage, new product, or evolving GTM environments
• Experience selling to mid-market and enterprise customers, including executive stakeholders
• Experience using Salesforce or similar CRM tools to manage pipeline and forecast
• Demonstrated use of value selling methodologies such as Command of the Message or equivalent
• Judgment: Evaluate information and make decisions in complex situations
• Awareness: Understand yourself and others
• Connection: Communicate, collaborate, and build trust
• Adaptability: Learn, adjust, and stay effective through change
• Experience working in high-change or transformation environments
• General familiarity with AI or productivity tools
• BA/BS degree or equivalent experience
• Experience selling a new or emerging product within an existing portfolio