Account Executive

About This RoleAI processing…

Key Responsibilities

• 1
  Own the full sales cycle from pipeline generation through close and renewal within your territory
• 2
  Build pipeline from scratch by prospecting into new teams, departments, and executive stakeholders
• 3
  Expand beyond existing motions to uncover new use cases and opportunities
• 4
  Consistently generate pipeline through outbound efforts, account mapping, events, and partner collaboration
• 5
  Forecast accurately and manage pipeline to consistently meet or exceed revenue targets
• 6
  Lead strong discovery to uncover customer challenges, priorities, and desired outcomes
• 7
  Apply structured qualification and value-selling frameworks (e.g., MEDDICC, SPICED) to advance deals
• 8
  Clearly articulate business impact and position Dropbox solutions around outcomes, not features
• 9
  Drive deal momentum by building urgency, aligning stakeholders, and establishing clear next steps
• 10
  Contribute to evolving GTM strategy by refining ICP, messaging, and use cases (e.g., Dash)
• 11
  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
• 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
• 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 .

Perks & BenefitsTypical for this role