Account Executive

Dropbox; United States; Remote; USD 130,000 - 198,000; Full time

Job summary

Dropbox seeks an Account Executive on the Growth team to expand how we bring our Product Suite and AI products to new customers in the US. You will own the full sales cycle, build pipeline from scratch, and engage executive stakeholders to identify outcomes that matter.

You'll use MEDDICC/SPICED, drive consistent forecast accuracy, and collaborate with product and GTM teams to evolve our messaging and use cases. This is a high-ownership role in a fast-moving environment.

Qualifications

• 4+ years in B2B SaaS sales with a track record of closing deals.
• Experience selling to mid-market and enterprise customers, including executives.
• Proficient with MEDDICC or SPICED qualification frameworks.
• Familiarity with value-based selling and CRM forecasting.

Responsibilities

• Own the full sales cycle from pipeline generation through close and renewal.
• Build pipeline by prospecting into new teams and executive stakeholders.
• Uncover new use cases and opportunities beyond existing motions.
• Consistently generate pipeline via outbound, account mapping and events.
• Forecast accurately and manage pipeline to meet revenue targets.
• Lead discovery to identify challenges, priorities, and outcomes.
• Articulate business impact and position Dropbox solutions around outcomes.

Skills

B2B SaaS sales

MEDDICC / SPICED

Value selling

Executive stakeholder engagement

Pipeline management

Forecasting

Education

BA/BS degree or equivalent experience

Tools

Salesforce

Job description

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: Understand yourself and others.
• Judgment: Evaluate information and make decisions in complex situations.
• Adaptability: Learn, adjust, and stay effective through change.
• Connection: Communicate, collaborate, 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