Account Executive

Dropbox · Remote - US: Select locationsRemotemid

In short

▸Venta B2B de productos SaaS a nuevos clientes en territorio asignado.
▸Gestión completa del ciclo de ventas: generación de pipeline, descubrimiento, cierre y renovación.
▸Oportunidad para influir en estrategia comercial y productos emergentes, incluyendo IA.

Fluency in English is required for this role.

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What they ask for

✓4+ años de experiencia en ventas B2B de SaaS
✓Habilidad comprobada en generar pipeline y cerrar ventas en mercados ambiguos
✓Experiencia con frameworks de cualificación (MEDDICC, SPICED)
✓Aplicación de metodologías de venta basada en valor
✓Venta a clientes mediano y enterprise, incluyendo stakeholders ejecutivos
✓Historial comprobado de alcanzar o superar objetivos de venta

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SalesforceMEDDICCSPICEDCommand of the MessageOutbound prospectingAccount mappingEventsPartner collaborationGTM strategyPipeline management

Who should you write to at Dropbox?

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Role Description As an Account Executive on the Growth team, you will help Dropbox expand how we bring our Product Suite and emerging AI products to new customers. In this role, you’ll focus on identifying, engaging, and developing opportunities with net new customers. You’ll work with prospects to understand their needs, learn which use cases resonate, and help create successful outcomes. You’ll be expected to execute consistently, manage your pipeline effectively, and contribute feedback that helps improve our sales motion, messaging, and approach over time. This is an opportunity to build strong sales experience across a growing portfolio of products while contributing to Dropbox’s next phase of growth. 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 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 - 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 ski

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