Senior Account Executive – LATAM

Jobicy; United States; Remoto; USD 188.000 - 254.000; Tempo pieno

Descrizione del lavoro

Dropbox is seeking a Senior Account Executive for LATAM to help evolve how we go to market, expanding across new use cases and buying centers within our install base and with net new customers. You will own the full sales cycle from pipeline creation through close, prospect into executive stakeholders, and collaborate with channel partners to drive opportunities in ambiguous markets.

Apply MEDDICC/SPICED, articulate business impact, forecast accurately, and push for repeatable success while

Competenze

• 6+ years of B2B SaaS sales experience in LATAM or similar markets.
• Fluency in Portuguese, Spanish and English.
• Experience selling to mid-market and enterprise with executives.
• Proven ability to generate pipeline and close in ambiguous markets.

Mansioni

• Own full sales cycle from pipeline to close in LATAM.
• Build pipeline from scratch by prospecting new teams and execs.
• Collaborate with channel partners to drive opportunities.
• Expand to uncover new use cases and buying centers.
• Forecast and manage pipeline to meet revenue targets.
• Apply MEDDICC/SPICED to advance deals and articulate ROI.

Conoscenze

B2B SaaS sales

Pipeline generation

Deal closing

MEDDICC/SPICED

Value selling

Executive stakeholder management

Sales forecasting

Negotiation

Formazione

BA/BS degree or equivalent experience

Strumenti

Salesforce

Descrizione del lavoro

Role Description

As an Senior 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
• 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.

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