Senior SaaS Account Executive — Remote

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

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.