Account Executive
Job description
About the role
You own the full path for new logos, guiding prospects from first contact to expansion while shaping how Dropbox Product Suite and AI offerings solve business problems. You translate complex capabilities into clear outcomes, manage a disciplined pipeline, and refine how we win in market over time. You operate with autonomy, using judgment to navigate complex scenarios and define the right plays for each account. Your work directly influences the growth and retention of the portfolio by aligning customer ambitions with Dropbox capabilities. You will be measured by your ability to convert interest into durable relationships and recurring value. Every interaction is an opportunity to reposition the narrative in favor of long term adoption. You challenge the status quo by asking incisive questions and reframing problems around outcomes rather than features.
Key facts
What you'll do
Orchestrate intake of inbound and outbound demand, aligning messaging with ICP and steering discovery toward high value outcomes.
Architect pipeline from scratch by mapping buyers, challenging assumptions, and surfacing novel use cases for Dash and related offerings.
Refine review rituals and deal frameworks so MEDDICC, SPICED, and value selling shape every conversation and checkpoint.
Drive ship readiness by aligning stakeholders, creating urgency, and ensuring commitments that move complex opportunities forward.
Forge partner enabled growth by collaborating with internal teams and external allies to open new segments and strengthen motion.
Champion discovery sessions with executive sponsors to clarify priorities, validate needs, and define measurable success criteria.
Elevate command of the message by articulating outcomes, tying ROI to strategic goals, and positioning solutions beyond feature lists.
Expand qualification practices to filter high intent accounts, forecast accuracy, and keep pipeline full against demanding targets.
Contribute field intelligence to product and GTM teams, closing the loop between market feedback and evolving capabilities.
Champion renewal and expansion motions by nurturing relationships, spotting growth triggers, and protecting existing business.
Organize cross functional alignment to ensure commercial, technical, and customer success teams move in the same direction.
Translate ambiguous customer narratives into structured stories that highlight risk, value, and differentiation for executive audiences.
Maintain a consultative posture where data, customer evidence, and strategic context justify every recommendation.
Use every interaction to build trust, demonstrate credibility, and reinforce the reliability of the Dropbox platform.
Requirements
Bring 4 or more years of B2B SaaS sales experience, with exposure to evolving markets and shifting requirements.
Consistently generate pipeline and close deals even when information is incomplete or timelines are uncertain.
Apply structured qualification methods such as MEDDICC, SPICED, or comparable frameworks to advance opportunities.
Use value selling approaches like Command of the Message to clearly link solutions to customer outcomes.
Handle mid-market and enterprise accounts, engaging executives and influencers across complex buying committees.
Maintain a record of meeting or exceeding sales goals across multiple quarters and shifting conditions.
Act with ownership, initiating moves and driving progress without waiting for detailed instructions.
Comfortably operate amid ambiguity, navigating undefined paths and adjusting tactics as situations change.
Connect customer problems to solutions in a curious, business focused manner that highlights tangible impact.
Adapt quickly using resourcefulness, learning new tools, and revising plans as conditions evolve.
Collaborate effectively within a diverse team, contributing to culture and shared success.
Use Salesforce or comparable CRM systems to track activity, forecast revenue, and manage opportunities.
Organize complex deals with strong time management, attention to detail, and follow through on commitments.
Nice to have
Background selling emerging products within established portfolios and thriving in high change environments.
Academic background or equivalent professional experience demonstrating readiness for this scope of responsibility.
Skills & tools
Salesforce, MEDDICC, SPICED, Command of the Message, Dash.