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Salary: USD 166,900 - 254,100 / annual
Dropbox is seeking a Senior Account Executive to drive sales and account growth for its suite of collaboration and productivity products. In this role, you will own the full sales cycle—from pipeline generation through close and renewal—within your assigned territory. You'll build trusted relationships with both existing and prospective customers, develop a deep understanding of their business priorities, and connect them with Dropbox solutions that improve how teams organize, collaborate, share, and secure their work.
Key responsibilities include:
- Owning the complete sales cycle from prospecting through renewal within your territory
- Building pipeline from scratch by prospecting into new teams, departments, and executive stakeholders
- Expanding beyond existing motions to uncover new use cases and opportunities
- 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 and value-selling frameworks (e.g., MEDDICC, SPICED) 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 evolving go-to-market strategy by refining ICP, messaging, and use cases
- Collaborating cross-functionally to bring field insights to Product and GTM teams
This role combines strategic account management with strong sales execution. You'll partner closely with customers and internal teams to develop account strategies, demonstrate the value of Dropbox's integrated product portfolio, and deliver solutions that support customers' evolving needs.
**Requirements:**
- 6+ 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
- Ability to thrive in ambiguity and operate 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
**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
