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Salary: USD 130,200 - 198,300 / annual
Dropbox is hiring an Account Executive for its Growth team to expand the company's product suite and emerging AI products into new customer segments. You will own the full sales cycle from pipeline generation through close and renewal within your territory, focusing on net-new customer acquisition.
Key responsibilities include:
- Building pipeline from scratch through prospecting into new teams, departments, and executive stakeholders
- Uncovering new use cases and opportunities beyond existing motions
- Consistently generating pipeline through outbound efforts, account mapping, events, and partner collaboration
- Forecasting accurately and managing pipeline to meet or exceed revenue targets
- Leading strong discovery conversations to uncover customer challenges, priorities, and desired outcomes
- Applying structured qualification frameworks (MEDDICC, SPICED) and value-selling methodologies to advance deals
- Articulating business impact and positioning Dropbox solutions around outcomes, not features
- Driving deal momentum by building urgency, aligning stakeholders, and establishing clear next steps
- Contributing to GTM strategy evolution by refining ICP, messaging, and use cases
- Collaborating cross-functionally to bring field insights to Product and GTM teams
This role offers the opportunity to build strong sales experience across a growing portfolio of products while contributing to Dropbox's next phase of growth. You'll work in an environment where emerging AI products are a key focus, and you'll help shape how Dropbox brings these innovations to market.
**Requirements:**
- 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; ability to take initiative and move things forward without waiting for direction
- Comfort operating in ambiguity without a fully defined playbook
- Curious and business-oriented mindset with ability to connect customer problems to solutions
- Resourceful and adaptable; ability to figure things out and adjust quickly
- Strong collaboration skills and positive contribution 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
**Preferred Qualifications:**
- 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
