Senior Account Executive

Dropbox, Inc.; United States; On-site; USD 188,000 - 254,000; Full time

Job summary

Dropbox, Inc. is seeking a Senior Account Executive in the United States to drive the full sales cycle for our integrated product portfolio. You will build trusted relationships with existing and prospective customers, map executives, and align Dropbox solutions to business outcomes.

You will lead discovery, apply value-based selling, and collaborate with cross-functional teams to refine ICP and use cases. A track record of hitting targets in a fast-paced, evolving market is required.

Qualifications

• Minimum 6+ years in B2B SaaS sales, including enterprise-focused environments.
• Proven ability to generate pipeline and close deals in evolving markets.
• Experience with MEDDICC, SPICED or similar qualification frameworks.
• Experience articulating business impact and value-led selling.

Responsibilities

• Own full sales cycle from pipeline to close and renewal in territory.
• Prospect into new teams and executives to build pipeline from scratch.
• Expand use cases beyond existing motions and opportunities.
• Consistently generate pipeline via outbound, account mapping, and events.
• Forecast accurately and manage pipeline to hit revenue targets.
• Lead discovery to uncover challenges and desired outcomes.
• Apply value selling frameworks to advance deals.
• Articulate business impact and Dropbox solutions effectively.
• Drive deal momentum with stakeholders and next steps.
• Contribute to GTM strategy, ICP, messaging, and use cases.
• Collaborate cross-functionally and share field insights with Product/GTM.

Skills

SaaS sales

Pipeline generation

MEDDICC

SPICED

Executive selling

Salesforce

Enterprise sales

Cross-functional collaboration

Education

BA/BS degree

Tools

Salesforce

Job description

Role 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.

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.

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

$187,900 — $254,100 USD

US Zone 3

$166,900 — $225,900 USD