Senior Account Executive - LATAM

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

Job summary

Dropbox is seeking an Account Executive for LATAM to shape how we sell across new use cases and buying centers within our install base and net-new customers. You will work through ambiguity to identify resonating value and drive repeatable success, owning the full sales cycle from prospecting to close in LATAM.

You will operate at the intersection of execution and problem-solving, closing deals while helping shape GTM strategy, messaging, and approaches.

Qualifications

• 6+ years of B2B SaaS sales experience.
• Fluency in Portuguese, Spanish, and English is essential.
• Experience selling to LATAM territory and handling enterprise customers.
• Proven ability to generate pipeline and close deals in ambiguous markets.
• Familiarity with MEDDICC, SPICED, or similar qualification frameworks.

Responsibilities

• Own the full sales cycle from pipeline creation through close in LATAM.
• Build pipeline by prospecting into new teams, departments, and executives.
• Collaborate with channel partners to drive in-market opportunities.
• Uncover new use cases and opportunities beyond existing motions.
• Forecast accurately and manage pipeline to meet revenue targets.
• Lead discovery to identify customer priorities and desired outcomes.
• Articulate business impact and position Dropbox solutions around outcomes.

Skills

B2B SaaS sales

LATAM sales experience

MEDDICC / SPICED

Salesforce CRM

English / Spanish / Portuguese

Executive stakeholder engagement

Education

BA/BS degree or equivalent

Tools

Salesforce

Job description

Role Description

As an Account Executive 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.

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
• 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
• Channel experience or working with Channel Partners
• 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.

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