Senior Account Executive - LATAM

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

Benefits offered by this job

Remote work options

Bonus program

RSUs

Job summary

Dropbox is seeking a Senior Account Executive for LATAM to own the full sales cycle within the LATAM territory, expanding into new use cases and executive stakeholders. You will build pipeline, manage complex deals, and partner with channel partners to drive in-market opportunities.

You will forecast accurately, close deals in evolving markets, and contribute to GTM strategy while maintaining a strong focus on outcomes and value-led selling. Travel as needed to support regional initiatives.

Qualifications

• 6+ years of B2B SaaS sales experience in LATAM or evolving GTM environments.
• Portuguese, Spanish, and English fluency essential.
• Experience selling to LATAM territory and working with Channel Partners.
• Proven ability to generate pipeline and close deals in ambiguous or evolving markets.
• Experience using qualification frameworks such as MEDDICC or SPICED, and value-based selling methodologies.

Responsibilities

• Own the full sales cycle from pipeline creation through close in LATAM.
• Build pipeline by prospecting into new teams and executive stakeholders.
• Partner with global channel partners to drive in-market opportunities.
• Expand beyond existing motions to uncover new use cases and opportunities.
• Forecast accurately and manage pipeline to meet revenue targets.
• Collaborate cross-functionally to influence Product and GTM strategies.

Skills

B2B SaaS sales

LATAM sales

Portuguese fluency

Spanish fluency

English fluency

Channel partnerships

Forecasting & pipeline

MEDDICC/SPICED

Executive stakeholder engagement

Salesforce CRM

Education

BA/BS degree

Tools

Salesforce

Job description

Role Description

As an Senior Account Executive - LATAM for LATAM, you will play a key role in helping Dropbox evolve how we go to market. 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.

• Remote - US: Select locations
• Remote
• Full Time
• Hiring in US Zones 2 and 3 only. 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 creation through close within your LATAM territory
• Build pipeline from scratch by prospecting into new teams, departments, and executive stakeholders
• Partner with our global channel partners to help drive in market opportunities when needed
• 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
• 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
• Portuguese, Spanish, and English fluency essential
• Experience working the LATAM territory
• Channel experience or working with Channel Partners
• 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
• Ability to travel domestically and internationally (2 to 4 per quarter on average, including 1 international trip per quarter)

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
• Global market experience

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. 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.

• 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.

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.

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.

• 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.