Senior Account Executive

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