Account Executive

About the role

This role involves building and scaling sales across new use cases and buying centers for both existing and new customers. You will operate at the intersection of execution and problem-solving, closing business while helping shape sales motions and messaging. The position offers high visibility across GTM leadership and the opportunity to impact the growth of next-generation products.

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 to advance deals
• Clearly articulate business impact and position Dropbox solutions around outcomes
• 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

Required skills

• B2B SaaS sales
• Pipeline generation
• Value-selling
• MEDDICC
• SPICED
• Salesforce
• CRM
• Account mapping

Nice to have

• AI tools
• Productivity tools

Qualifications

• 4+ years of B2B SaaS sales experience
• BA/BS degree or equivalent experience