Account Executive
New
D
DropboxB2B SaaS
Remote - US: Select locationsFull-TimeMiddle
Salary130,200 - 198,300 USD per year
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Job Details
- Experience
- 4+ years of B2B SaaS sales experience
- Required Skills
- SalesforceCRM
Requirements
- 4+ 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
- 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
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
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