Account Executive UKI

Dropbox; United States; Remote; USD 120,000 - 180,000; Full time

Job summary

Dropbox is seeking an Account Executive on the Growth team to help evolve how we go to market as we expand into newer products like Dash.

You’ll own the full sales cycle from pipeline to close, build new pipeline across teams and executives, and drive cross-functional collaboration to refine messaging and use cases. You’ll operate at the crossroads of execution and problem-solving, shaping our GTM motion and outcomes.

Qualifications

• 6+ years of B2B SaaS sales experience, including mid-market or enterprise.
• Proven ability to generate pipeline, manage complex deals, and close in ambiguous markets.
• Experience selling to executive stakeholders and cross-functional teams.
• Strong qualification and value-selling discipline using MEDDICC/SPICED or similar.

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 meet or exceed revenue targets.
• Lead discovery to uncover customer challenges and desired outcomes.
• Articulate business impact and position Dropbox solutions around outcomes, not features.

Skills

B2B SaaS sales

Pipeline generation

Enterprise sales

MEDDICC

SPICED

Forecasting

Salesforce CRM

Executive stakeholder management

Education

BA/BS degree or equivalent

Tools

Salesforce

Job description

Role Description

As an Account Executive on the Growth team, you will play a key role in helping Dropbox evolve how we go to market as we expand into newer products like Dash.

This role goes beyond traditional account expansion. You’ll be responsible for building and scaling how we sell across new use cases and buying centers within our install base and with net new customers. You’ll work through ambiguity to identify what resonates with customers, what drives real outcomes, and how we can create repeatable success.

You will operate at the intersection of execution and problem-solving, closing business while helping shape our sales motion, messaging, and approach.

This is an opportunity to have a direct impact on how Dropbox grows its next generation of products, with high visibility across GTM leadership.

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

• 6+ years of B2B SaaS sales experience, ideally in early-stage, new product, or evolving GTM environments.
• Proven ability to generate pipeline, manage complex deals, and close business in ambiguous or developing markets.
• Experience selling to mid-market and enterprise customers, including executive stakeholders.
• Strong qualification and value-selling discipline, using frameworks such as MEDDICC, SPICED, Command of the Message, or similar.
• Consistent track record of meeting or exceeding sales targets.
• High-ownership, resourceful, and adaptable mindset; comfortable taking initiative and thriving without a fully defined playbook.
• Strong collaborator with excellent organizational skills, CRM experience such as Salesforce, and the ability to manage pipeline and forecast effectively.

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 thisblog post from our Chief People Officer, Melanie Rosenwasser.

Compensation

United Kingdom Pay Range

£132,200—£178,800 GBP

Ireland Pay Range

€121.100—€163.900 EUR