Account Executive

Dropbox is hiring an Account Executive for its Growth team. You will work on bringing the Dropbox Product Suite and emerging AI products to net new customers, focusing on identifying, engaging, and developing opportunities with prospects. The role is remote within select US locations.

What you will do

• Own the full sales cycle from pipeline generation through close and renewal within your territory.
• Build pipeline from scratch by prospecting into new teams, departments, and executive stakeholders.
• Expand beyond existing motions to uncover new use cases and opportunities.
• 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 structured qualification and value-selling frameworks such as MEDDICC and SPICED to advance deals.
• Position Dropbox solutions around business outcomes rather than features.
• Drive deal momentum by building urgency, aligning stakeholders, and setting clear next steps.
• Contribute to GTM strategy by refining ICP, messaging, and use cases such as Dash.
• Collaborate cross-functionally and bring field insights to Product and GTM teams.

What they are looking for

• 4+ years of B2B SaaS sales experience, ideally including time in early-stage, new product, or evolving GTM environments.
• A 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.
• A consistent track record of meeting or exceeding sales targets.
• High ownership: you take initiative and move things forward without waiting for direction.
• Comfort operating without a fully defined playbook.
• Curiosity and business orientation, with the ability to connect customer problems to solutions.
• Resourcefulness and adaptability.
• Strong collaboration and a positive contribution to team culture.
• Experience using Salesforce or similar CRM tools to manage pipeline and forecast.
• Strong organizational skills and the ability to manage multiple complex deals.

Preferred qualifications

• 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.

Durable skills

Dropbox describes AI fluency as using these tools to amplify human judgment, not replace it. The company lists four skills it believes will matter as work and technology change: awareness (understanding yourself and others), judgment (evaluating information and deciding in complex situations), adaptability (learning and adjusting through change), and connection (communicating, collaborating, and building trust).

Compensation

This role is not available in US Zone 1. Pay ranges are listed by zone:

• US Zone 2: $146,500–$198,300 USD
• US Zone 3: $130,200–$176,200 USD

Location

Remote within select US locations.