About this role.
Dropbox is seeking a full-time Account Executive to acquire net-new mid-market and enterprise customers for its Product Suite and emerging AI products. The role owns the full sales cycle, including outbound pipeline generation, discovery, qualification, stakeholder alignment, forecasting, closing, and renewal. Success requires 4+ years of B2B SaaS sales experience, a proven record of exceeding targets, and strong use of MEDDICC, SPICED, or comparable value-selling methods. This is a high-ownership growth-sales position in an evolving go-to-market environment, requiring adaptability, CRM discipline, and effective cross-functional collaboration.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
4/5Pace & Pressure
5/5Autonomy Level
5/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
Skills and capabilities most closely associated with this opportunity.
Sample interview questions
I would begin by defining the highest-probability ICP segments and identifying use cases where AI-enabled search, content organization, or collaboration can address measurable workflow friction. I would build account maps across business units and executive stakeholders, run focused multichannel outreach, leverage events and partners, and track conversion by segment so messaging and prioritization improve quickly.
I use the framework to verify measurable business outcomes, identify the economic buyer and decision process, clarify decision criteria, surface pain and compelling events, and establish a champion. I document gaps in the CRM and create mutual action plans to address them before forecasting the deal as committed.
I start with discovery questions about the customer's current process, costs, risks, and desired future state. I then connect the relevant capabilities to a quantified or observable outcome, such as reducing time spent locating information, improving cross-team coordination, or strengthening content governance, and validate that value with the stakeholders involved.
I would help the internal contact translate user enthusiasm into a business case tied to executive priorities, then map the buying committee and request introductions to the relevant leaders. If access remains limited, I would avoid over-forecasting the opportunity and continue nurturing it while pursuing accounts with a clearer path to executive alignment.
I use clear stage-entry and exit criteria, keep next steps and close plans current, and inspect opportunities regularly for verified customer actions rather than seller optimism. I separate upside from commit, flag missing qualification evidence early, and use pipeline coverage and conversion trends to identify where additional prospecting is needed.
Role Description
As an Account Executive on the Growth team, you will help Dropbox expand how we bring our Product Suite and emerging AI products to new customers.
In this role, you’ll focus on identifying, engaging, and developing opportunities with net new customers. You’ll work with prospects to understand their needs, learn which use cases resonate, and help create successful outcomes. You’ll be expected to execute consistently, manage your pipeline effectively, and contribute feedback that helps improve our sales motion, messaging, and approach over time.
This is an opportunity to build strong sales experience across a growing portfolio of products while contributing to Dropbox’s next phase of growth.
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
- 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
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
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
$146,500—$198,300 USD
US Zone 3
$130,200—$176,200 USD
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