# Senior Account Executive

**Company:** [Dropbox](https://hotfix.jobs/companies/dropbox)
**Location:** Remote
**Role:** Account Executive
**Salary:** $167k – $254k/yr
**Experience:** 6+ years
**Skills:** B2B SaaS, Salesforce, MEDDICC, Spiced, Value Selling, Command Of The Message, Pipeline Management, Sales Forecasting, Account Mapping, Channel Partnerships, AI Tools, Productivity Tools
**Posted:** 2026-08-28

> Own the full sales cycle for Dropbox’s LATAM territory, generating pipeline and closing mid-market and enterprise deals while shaping evolving go-to-market motions. Requires 6+ years of B2B SaaS sales experience, fluency in Portuguese, Spanish, and English, and strong qualification and value-selling skills.

## Job Description

## Responsibilities
- Own the full sales cycle from pipeline creation through close within the LATAM territory.
- Build pipeline from scratch by prospecting into new teams, departments, and executive stakeholders.
- Partner with global channel partners to drive in-market opportunities.
- Uncover new use cases and opportunities beyond existing sales motions.
- Generate pipeline through outbound efforts, account mapping, events, and partner collaboration.
- Forecast accurately and manage pipeline to meet or exceed revenue targets.
- Lead discovery to uncover customer challenges, priorities, and desired outcomes.
- Apply qualification and value-selling frameworks such as MEDDICC and SPICED.
- Articulate business impact and position solutions around outcomes rather than features.
- Build urgency, align stakeholders, establish next steps, and maintain deal momentum.
- Contribute to GTM strategy by refining ICP, messaging, and use cases.
- Collaborate cross-functionally and share field insights with Product and GTM teams.

## Requirements
- 6+ years of B2B SaaS sales experience, ideally in early-stage, new-product, or evolving GTM environments.
- Fluency in Portuguese, Spanish, and English.
- Experience working in the LATAM territory.
- Proven ability to generate pipeline and close deals in ambiguous or evolving markets.
- Experience with qualification frameworks such as MEDDICC, SPICED, or similar.
- Experience using value-selling methodologies such as Command of the Message or equivalent.
- Experience selling to mid-market and enterprise customers, including executive stakeholders.
- Consistent record of meeting or exceeding sales targets.
- Strong ownership, initiative, adaptability, business judgment, collaboration, and organizational skills.
- Experience using Salesforce or similar CRM tools to manage pipeline and forecasts.
- Ability to manage multiple complex deals.

## Preferred Qualifications
- Experience selling a new or emerging product within an existing portfolio.
- Experience in high-change or transformation environments.
- BA/BS degree or equivalent experience.
- Familiarity with AI or productivity tools.
- Channel partner experience.
- Global market experience.

## Compensation
- US Zone 2: $187,900–$254,100 USD annually.
- US Zone 3: $166,900–$225,900 USD annually.

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