Account Executive UKI

About the role

This opportunity is for an Account Executive within the Growth team at Dropbox, concentrating on enhancing the company's market approach for innovative offerings such as Dash. In this role, you will be tasked with cultivating and expanding sales across various customer segments and use cases, both within established accounts and among new clients. The position demands the ability to navigate uncertainty, identify customer needs, and foster sustainable success.

Key facts

What you'll do

• Oversee the complete sales cycle from generating leads to finalizing deals and renewals within your designated territory.
• Create new business opportunities by engaging with different teams, departments, and executive-level contacts.
• Discover and target new use cases and sales opportunities that extend beyond current sales methodologies.
• Proactively generate sales opportunities through outreach, strategic account planning, participation in events, and collaboration with partners.
• Provide precise sales forecasts and manage your sales pipeline to achieve or exceed set revenue targets.
• Conduct in-depth discovery sessions to comprehend customer challenges, priorities, and desired outcomes.
• Employ structured qualification and value-selling techniques, such as MEDDICC or SPICED, to progress deals effectively.
• Articulate the business value of Dropbox solutions, emphasizing customer outcomes rather than merely listing features.
• Sustain deal momentum by creating urgency, aligning key stakeholders, and establishing clear next steps.
• Play a role in refining the go-to-market strategy by enhancing ideal customer profiles, messaging, and use cases, particularly for Dash.
• Collaborate with other departments and share insights from the field to influence product development and market strategies.

Requirements

• At least 6 years of experience in B2B SaaS sales, ideally in settings focused on early-stage products or evolving market strategies.
• Proven track record of generating sales leads, managing intricate deals, and closing business in developing or uncertain market environments.
• Experience engaging with mid-market and enterprise clients, including interactions with executive-level stakeholders.
• Familiarity with qualification and value-selling methodologies, utilizing frameworks like MEDDICC, SPICED, or Command of the Message.
• A consistent history of meeting or exceeding sales objectives.
• A proactive, resourceful, and adaptable mindset, comfortable taking initiative and thriving without a fully defined operational framework.
• Strong collaborative abilities, excellent organizational skills, experience with CRM tools like Salesforce, and the capability to manage pipeline and forecasting effectively.

Nice to have

• Prior experience selling a new or emerging product within an established company portfolio.
• Background in environments experiencing significant change or transformation.
• A Bachelor's degree or equivalent practical experience.
• General knowledge of AI or productivity tools.

Skills & tools

• Salesforce (CRM)
• MEDDICC (Sales Framework)
• SPICED (Sales Framework)
• Command of the Message (Sales Framework)

Practical notes

• Pay Range in the United Kingdom: £132,200 - £178,800 GBP
• Pay Range in Ireland: €121,100 - €163,900 EUR
• The salary range provided reflects the expected annual On-Target Earnings (OTE) for this position.
• OTE is specific to roles within sales.
• Total compensation encompasses OTE, participation in a corporate bonus program or sales incentive, and Restricted Stock Units (RSUs).
• Dropbox functions as a Virtual First organization, welcoming applications from all authorized locations.
• This position may require travel for offsite meetings and team gatherings, estimated at 5-10% of the year (approximately 2-3 days per quarter).
• Candidates are encouraged to discuss any accommodation requirements during the interview process.
• Proficiency in AI is expected, involving the thoughtful and effective use of AI tools to enhance work and support colleagues.
• Dropbox advocates for responsible AI usage for preparation, but candidates must not misrepresent their skills or experience.

About the company

Dropbox is a file hosting service that offers cloud storage, file synchronization, and personal cloud software. Founded in 2007 by Drew Houston and Arash Ferdowsi, Dropbox has over 700 million registered users.