Account Executive

Role Descri

Role Description

As an Account Executive on the Growth team, you will help Dropbox expand how we bring our Product Suite and emerging AI products to new customers.

In this role, you’ll focus on identifying, engaging, and developing opportunities with net new customers. You’ll work with prospects to understand their needs, learn which use cases resonate, and help create successful outcomes.  You’ll be expected to execute consistently, manage your pipeline effectively, and contribute feedback that helps improve our sales motion, messaging, and approach over time.

This is an opportunity to build strong sales experience across a growing portfolio of products while contributing to Dropbox’s next phase of growth.

Responsibilities

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

Consistently generate pipeline through outbound efforts, account mapping, events, and partner collaboration

Forecast accurately and manage pipeline to consistently meet or exceed revenue targets

Lead strong discovery to uncover customer challenges, priorities, and desired outcomes

Apply structured qualification and value-selling frameworks (e.g., MEDDICC, SPICED) to advance deals

Clearly articulate business impact and position Dropbox solutions around outcomes, not features

Drive deal momentum by building urgency, aligning stakeholders, and establishing clear next steps

Contribute to evolving GTM strategy by refining ICP, messaging, and use cases (e.g., Dash)

Collaborate cross-functionally and bring insights from the field to influence 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

High ownership mentality - you 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 - you 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

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

AI fluency means using these tools to amplify human judgment, not replace it. We believe people with these skills will thrive as work and technology continue to evolve:

Awareness: U nderstand yourself and others .

Judgment: E valuat e information and mak e decisions in complex situations .

Adaptability: L earn, adjust, and stay effective through change .

Connection: C ommunicat e , collaborat e , and build trust .

To learn more about why these skills matter and what the data shows about thriving through change, read this  blog post from our Chief People Officer, Melanie Rosenwasser.

Compensation US Zone 1

This role is not available in Zone 1

US Zone 2 $146,500 — $198,300 USD

US Zone 3 $130,200 — $176,200 USD