Account Executive

Who you are

• 6+ years of B2B SaaS sales experience, ideally in early-stage, new product, or evolving GTM environments
• Proven ability to generate pipeline, manage complex deals, and close business in ambiguous or developing markets
• Experience selling to mid-market and enterprise customers, including executive stakeholders
• Strong qualification and value-selling discipline, using frameworks such as MEDDICC, SPICED, Command of the Message, or similar
• Consistent track record of meeting or exceeding sales targets
• High-ownership, resourceful, and adaptable mindset; comfortable taking initiative and thriving without a fully defined playbook
• Strong collaborator with excellent organizational skills, CRM experience such as Salesforce, and the ability to manage pipeline and forecast effectively
• 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

What the job involves

• 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
• 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
• This role requires travel to offsites and various other team gatherings (approximately 5-10% of the year or 2-3 days per quarter). We provide advance notice when possible and encourage candidates to discuss any accommodation needs during the interview process

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