Account Executive

ABOUT THE ROLE Dropbox is seeking an experienced Account Executive to help expand our Product Suite and emerging AI products to new customers. As a key member of our Growth team, you will be responsible for identifying, engaging, and developing opportunities with net new customers. This is an exciting opportunity to build strong sales experience across a growing portfolio of products while contributing to Dropbox's next phase of growth. WHAT YOU'LL DO As an Account Executive, you will be responsible for owning the full sales cycle from pipeline generation through close and renewal within your territory. Your key responsibilities will include: - Building pipeline from scratch by prospecting into new teams, departments, and executive stakeholders - Expanding beyond existing motions to uncover new use cases and opportunities - Consistently generating pipeline through outbound efforts, account mapping, events, and partner collaboration - Forecasting accurately and managing pipeline to consistently meet or exceed revenue targets - Leading strong discovery to uncover customer challenges, priorities, and desired outcomes - Applying structured qualification and value-selling frameworks to advance deals - Clearly articulating business impact and positioning Dropbox solutions around outcomes, not features - Driving deal momentum by building urgency, aligning stakeholders, and establishing clear next steps - Contributing to evolving GTM strategy by refining ICP, messaging, and use cases - Collaborating cross-functionally and bringing insights from the field to influence Product and GTM WHAT YOU'LL NEED To be successful in this role, you will need: - 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, with the ability to 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, with the ability to 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 skills and ability to manage multiple complex deals WHY REMOTE Dropbox offers a remote work environment that allows you to work from anywhere while still being part of a dynamic and collaborative team. BENEFITS - Competitive salary: $146,500 - $198,300 USD (US Zone 2) or $130,200 - $176,200 USD (US Zone 3) - Opportunity to work with a growing portfolio of products and contribute to Dropbox's next phase of growth - Collaborative and dynamic work environment - Professional development opportunities to help you grow in your career