Senior Account Executive

The role

You will build relationships with existing and prospective customers to connect them with Dropbox solutions. You will combine strategic account management with sales execution to help customers improve how teams organize, collaborate, share, and secure work.

What you will do

• 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 to advance deals
• Clearly articulate business impact and position Dropbox solutions around outcomes
• Drive deal momentum by building urgency, aligning stakeholders, and establishing clear next steps
• Collaborate cross-functionally and bring insights from the field to influence Product and GTM

Required qualifications

• 6+ years of B2B SaaS sales experience
• 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
• Thrive in ambiguity and are comfortable operating without a fully defined playbook
• Curious and business-oriented
• Resourceful and adaptable
• Strong collaborator
• Experience using Salesforce or similar CRM tools

Nice to have

• 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

About the company

Dropbox is a company providing a full suite of products to help customers organize, collaborate, share, and secure their work.