Senior Account Executive

Dropbox; San Francisco (CA); Remote; USD 188,000 - 254,000; Full time

Job summary

Dropbox is seeking a Senior Account Executive to own the full sales cycle from prospecting to close and renewal. You will build pipelines, engage executive stakeholders, and expand use cases across the customer base, guiding strategic discussions and demonstrating the value of Dropbox solutions.

You will target mid-market and enterprise customers, leveraging MEDDICC/SPICED frameworks and value selling to drive revenue. This role supports a Hybrid/Remote US setup with Zone-based pay ranges.

Qualifications

• 6+ years of B2B SaaS sales experience, including time in evolving GTM environments.
• Proven ability to generate pipeline and close deals in ambiguous or evolving markets.
• Experience with MEDDICC, SPICED, or similar qualification frameworks.
• Experience selling to mid-market and enterprise customers, including executive stakeholders.

Responsibilities

• Own the full sales cycle from pipeline generation through close and renewal.
• Build pipeline from scratch by prospecting into new teams 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.

Skills

B2B SaaS Sales

MEDDICC/SPICED

Value Selling

Executive Stakeholders

CRM (Salesforce)

Pipeline Development

Closing Deals

Ambiguity Handling

Collaboration

Education

BA/BS degree or equivalent

Tools

Salesforce

Job description

As a Senior Account Executive, you will play a key role in helping customers achieve better business outcomes with Dropbox’s full suite of products.

You’ll build trusted relationships with both existing and prospective customers, develop a deep understanding of their priorities, and connect them with Dropbox solutions that improve how their teams organize, collaborate, share, and secure their work.

This role combines strategic account management with strong sales execution. You’ll partner closely with customers and internal teams to develop account strategies, demonstrate the value of Dropbox’s integrated product portfolio, and deliver solutions that support customers’ evolving needs.

This is an opportunity to help customers get more value from Dropbox while directly contributing to the company’s growth and long-term customer relationships.

• Remote - US: Select locations
• Remote
• Full Time
• Dropbox is a Virtual First company. For this role, we are hiring in Zones 2 and 3.
• Zones are determined by your zip code; if you’re within 100 miles of a listed metro area (straight-line radius), you’re included in that Zone.

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 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.

Compensation

US Zone 1

This role is not available in Zone 1

US Zone 2

$187,900—$254,100 USD

US Zone 3

$166,900—$225,900 USD

The range(s) listed above is the expected annual salary/OTE (On-Target Earnings) for this role, subject to change. Please note, OTE are for sales roles only.

Salary/OTE is just one component of Dropbox’s total rewards package. All regular employees are also eligible for the corporate bonus program or a sales incentive (target included in OTE) as well as stock in the form of Restricted Stock Units (RSUs).

Dropbox takes a number of factors into account when determining individual starting pay, including job and level they are hired into, location/metropolitan area, skillset, and peer compensation. We target most new hire offers between the minimum up to the middle of the range.

Dropbox uses the zip code of an employee’s remote work location to determine which metropolitan pay range we use. Current US Zone locations are as follows:

• US Zone 1: San Francisco metro, New York City metro, or Seattle metro
• US Zone 2: California (outside SF metro), Colorado, Connecticut (outside NYC metro), Delaware, Illinois (Chicago metro), Indiana (Chicago metro), Maryland, Massachusetts, Michigan (Chicago metro), New Hampshire, New Jersey (outside NYC metro), New York (outside NYC metro), Oregon, Pennsylvania (D.C. metro), Pennsylvania (outside NYC metro), Texas (Austin metro) Virginia (DC metro), Washington (outside Seattle metro), Washington DC metro, West Virginia (DC metro), Wisconsin (Chicago metro)
• US Zone 3: All other US locations

Team Description

The Dropbox Sales and Channel Team brings the power of enlightened work to organizations worldwide. We deliver solutions that transform how companies collaborate. We don’t just sell products—we create partnerships that help companies leverage Dropbox Business to ignite new ways of working. From crafting sales strategies to analyzing business performance, we work with our customers, channel partners, and business decision makers to develop insights, identify opportunities, and do the planning and execution necessary to drive growth. If you're excited about creating partnerships inside the organization and out, join the Sales team.

Virtual First

Dropbox’s Virtual First way of working is designed to help people do their best work with flexibility, autonomy, and connection. Day to day, teams work remotely with nonlinear schedules and core collaboration hours that support deep focus and individual working styles. We prioritize asynchronous communication to improve clarity, respect deep work time, and reduce unnecessary meetings. While remote work is the primary experience for our employees, we also prioritize intentional, in-person connection. We bring teams together through regular team gatherings, on-demand workspaces, and Dropbox Neighborhood events in order to strengthen team cohesion, foster creativity, and enhance momentum. Virtual First is built to provide the same access to opportunity, growth, and impact for everyone, regardless of location.

This role requires travel to offsites and various other team gatherings (approximately 5-10% of the year or 2-3 days per quarter).

AI Fluency

AI fluency is a core part of how we work and grow. It’s not about being an expert—it’s about using these tools thoughtfully and effectively to improve your work and support others. We look for four key behaviors in candidates:

• Ownership: You use AI responsibly by protecting data, applying sound judgment, and taking accountability for the quality and accuracy of your work.
• Experimentation: You explore new AI capabilities and apply them to improve workflows within approved tools and practices.
• Leverage: You use AI to enhance thinking, improve efficiency, and increase your impact and your team’s.
• Learning: You stay current on emerging AI tools and trends, continuously build your skills, and share what you learn with others.

Together, these behaviors help build a workforce where technology amplifies human judgment, creativity, and impact.

Company Description

Dropbox isn’t just a workplace—it’s a living lab for designing a more enlightened way of working. Our Virtual First model combines the autonomy of a distributed workplace with the power of human connection, creating space for meaningful work and lasting relationships. With a startup mindset and enterprise-level opportunities, we expect Dropbox employees to think critically, stay curious, and use modern tools, including AI, to improve how work gets done.