Account Executive
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Job Description
Dropbox Account Executive expanding Product Suite and emerging AI products through net-new customer sales. Owning pipeline, discovery, qualification, forecasting, and full-cycle deal execution.
Responsibilities:
- Help Dropbox expand how it brings its Product Suite and emerging AI products to new customers
- Identify, engage, and develop opportunities with net new customers
- Own the full sales cycle from pipeline generation through close and renewal within the territory
- Build pipeline from scratch through 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 and value-selling frameworks such as MEDDICC and SPICED
- Articulate business impact and position Dropbox solutions around outcomes
- Drive deal momentum by building urgency, aligning stakeholders, and establishing next steps
- Contribute to GTM strategy by refining ICP, messaging, and use cases
- Collaborate cross-functionally and bring field insights to 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
- Experience using Salesforce or similar CRM tools to manage pipeline and forecast
- Strong organizational skills and ability to manage multiple complex deals
- BA/BS degree or equivalent experience (preferred)
- General familiarity with AI or productivity tools (preferred)
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