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Account Executive

Dropbox· Sales
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Hybrid (Remote US (Zones 2 & 3))$146.5k - $198.3kFull-timePosted 1mo ago

About the role

Account Executive on the Growth team at Dropbox, focusing on expanding Product Suite and emerging AI products to new customers, managing full sales cycle, and contributing to GTM strategy.

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

Qualifications

  • 4+ 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

Skills

Required:B2B SaaS salesMEDDICCSPICEDValue sellingSalesforceOpportunity managementStakeholder management
Last updated Oct 22, 2026. Interested? Apply on the company site.
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About Dropbox

Discover Dropbox – secure, easy cloud storage for file sharing and collaboration. With Dash, save time and organize all your company content in one place.

Discover Dropbox – secure, easy cloud storage for file sharing and collaboration. With Dash, save time and organize all your company content in one place.

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