Account Executive
The Account Executive will generate pipeline, manage full-cycle sales, and close net-new mid-market and enterprise customers for Dropbox’s product and emerging AI portfolio. The role requires 4+ years of B2B SaaS sales experience, strong qualification and value-selling skills, and CRM-based pipeline management.
About the job
Responsibilities
- Own the full sales cycle from pipeline generation through close and renewal within the assigned territory.
- Build pipeline from scratch by prospecting into new teams, departments, and executive stakeholders.
- 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 frameworks such as MEDDICC and SPICED, along with value-selling methodologies, to advance deals.
- Articulate business impact and position Dropbox solutions around customer outcomes.
- Build urgency, align stakeholders, and establish clear next steps to drive deal momentum.
- Help refine ideal customer profiles, messaging, use cases, and go-to-market strategy.
- Collaborate cross-functionally and share field insights with Product and go-to-market teams.
Requirements
- 4+ years of B2B SaaS sales experience, ideally including early-stage, new-product, or evolving go-to-market environments.
- Proven ability to generate pipeline and close deals in ambiguous or evolving markets.
- Experience with qualification frameworks such as MEDDICC, SPICED, or similar.
- Experience with 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, initiative, curiosity, adaptability, and strong business judgment.
- Ability to connect customer problems to solutions and manage multiple complex deals.
- Strong collaboration and organizational skills.
- Experience using Salesforce or similar CRM tools to manage pipeline and forecasting.
Nice-to-haves
- 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.
Compensation
- US Zone 2: $146,500–$198,300 USD annually.
- US Zone 3: $130,200–$176,200 USD annually.
Skills
B2B SaaS, MEDDICC, Spiced, Value Selling, Command Of The Message, Salesforce, CRM, Pipeline Management, Forecasting, Account Mapping, Outbound Sales, Artificial Intelligence
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