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Responsibilities
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.ResponsibilitiesOwn the full sales cycle from pipeline generation through close and renewal within your territoryBuild pipeline from scratch by prospecting into new teams, departments, and executive stakeholdersExpand beyond existing motions to uncover new use cases and opportunitiesConsistently generate pipeline through outbound efforts, account mapping, events, and partner collaborationForecast accurately and manage pipeline to consistently meet or exceed revenue targetsLead strong discovery to uncover customer challenges, priorities, and desired outcomesApply structured qualification and value-selling frameworks (e.g., MEDDICC, SPICED) to advance dealsClearly articulate business impact and position Dropbox solutions around outcomes, not featuresDrive deal momentum by building urgency, aligning stakeholders, and establishing clear next stepsContribute 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 GTMRequirements4+ years of B2B SaaS sales experience, ideally including time in early-stage, new product, or evolving GTM environmentsProven ability to generate pipeline and close deals in ambiguous or evolving marketsStrong experience with qualification frameworks such as MEDDICC, SPICED, or similarDemonstrated use of value selling methodologies such as Command of the Message or equivalentExperience selling to mid-market and enterprise customers, including executive stakeholdersConsistent track record of meeting or exceeding sales targetsHigh ownership mentality - you take initiative and move things forward without waiting for directionThrive in ambiguity and are comfortable operating without a fully defined playbookCurious and business-oriented, with the ability to connect customer problems to solutionsResourceful and adaptable - you figure things out and adjust quicklyStrong collaborator who contributes positively to team cultureExperience using Salesforce or similar CRM tools to manage pipeline and forecastStrong organizational skills and ability to manage multiple complex dealsPreferred QualificationsExperience selling a new or emerging product within an existing portfolioExperience working in high-change or transformation environmentsBA/BS degree or equivalent experienceGeneral familiarity with AI or productivity toolsDurable SkillsAI fluency means using these tools to amplify human judgment, not replace it. We believe people with these skills will thrive as work and technology continue to evolve:Awareness: Understand yourself and others.Judgment: Evaluate information and make decisions in complex situations.Adaptability: Learn, adjust, and stay effective through change.Connection: Communicate, collaborate, and build trust.To learn more about why these skills matter and what the data shows about thriving through change, read this blog post from our Chief People Officer, Melanie Rosenwasser.CompensationUS Zone 1This role is not available in Zone 1US Zone 2$146,500—$198,300 USDUS Zone 3$130,200—$176,200 USD
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