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Salary: USD 166,900 - 254,100 / annual
Dropbox is seeking a Senior Account Executive for the LATAM region to drive sales expansion and new customer acquisition. This role goes beyond traditional account expansion—you will own the full sales cycle from pipeline creation through close, building and scaling how Dropbox sells across new use cases and buying centers within the existing install base and with net new customers.
You will operate at the intersection of execution and problem-solving, closing business while helping shape the sales motion, messaging, and approach. This position offers high visibility across GTM leadership and direct impact on how Dropbox grows its next generation of products.
Key Responsibilities:
- Own the full sales cycle within your LATAM territory, from pipeline creation through close
- Build pipeline from scratch by prospecting into new teams, departments, and executive stakeholders
- Partner with global channel partners to drive in-market opportunities
- 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 meet or exceed revenue targets
- Lead strong discovery to uncover customer challenges, priorities, and desired outcomes
- Apply structured qualification and value-selling frameworks (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
- Collaborate cross-functionally and bring field insights to influence Product and GTM teams
Requirements:
- 6+ years of B2B SaaS sales experience, ideally including time in early-stage, new product, or evolving GTM environments
- Portuguese, Spanish, and English fluency (essential)
- Experience working the LATAM territory
- Channel experience or working with Channel Partners
- 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
- Ability to travel domestically and internationally (2–4 trips per quarter on average, including 1 international trip per quarter)
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
