[All remote jobs](https://jobicy.com/jobs.md)[![Dropbox logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2020/09/WRILS-200923071227-398427.jpg)](https://jobicy.com/company/dropbox.md)[Dropbox](https://jobicy.com/company/dropbox.md) # Senior Account Executive Review the role, location requirements, compensation details, and application process before deciding whether this opportunity fits your next career move. [Apply for this job](#job-application)[View company](https://jobicy.com/company/dropbox.md)ShareRemote from[USA](https://jobicy.com/job-region/usa.md)SalaryUSD 166,900–254,100 / yrDepartment[Sales](https://jobicy.com/categories/seller.md)EmploymentFull TimeExperienceDirectorPublished20 Oct 2026Apply before19 Nov 2026Listing views45Application actions5Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. AI Summary ## The role, at a glance. Dropbox is hiring a Senior Account Executive to own the full B2B SaaS sales cycle for its product portfolio, from outbound pipeline creation through closing and renewal. The role focuses on mid-market and enterprise buyers, executive stakeholder engagement, value-based discovery, and expansion into new use cases. Success requires disciplined forecasting, structured qualification using MEDDICC or SPICED, and consistent attainment of revenue targets. This is a high-ownership role in an evolving go-to-market environment, with close collaboration across product and GTM teams. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 4/5EasyHard ### Pace & Pressure 5/5RelaxedFast-paced ### Autonomy Level 5/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThe role requires 6+ years of SaaS sales experience, self-sourced pipeline generation, complex deal management, and reliable forecasting. It is demanding because the seller must operate effectively amid GTM ambiguity while engaging senior customer stakeholders and meeting revenue targets. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job median (per year)Highly competitive$210,500US market range (per year)$155k–$260k0$286k AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. Employer compensation is disclosed as $187,900–$254,100 USD for US Zone 2 and $166,900–$225,900 USD for US Zone 3. An annual cadence is inferred because no pay period is explicitly provided and the amounts align with annual base compensation for a senior US SaaS sales role. The combined displayed employer range is $166,900–$254,100 USD annually, with a midpoint of $210,500; estimated US market base pay is $155,000–$260,000 annually. ## Core skills Skills and capabilities most closely associated with this opportunity. [B2B SaaS sales](https://jobicy.com/jobs?search_keywords=B2B%20SaaS%20sales.md)[Enterprise sales](https://jobicy.com/jobs?search_keywords=Enterprise%20sales.md)[Mid-market sales](https://jobicy.com/jobs?search_keywords=Mid-market%20sales.md)[Full sales cycle management](https://jobicy.com/jobs?search_keywords=Full%20sales%20cycle%20management.md)[Pipeline generation](https://jobicy.com/jobs?search_keywords=Pipeline%20generation.md)[Outbound prospecting](https://jobicy.com/jobs?search_keywords=Outbound%20prospecting.md)[Account mapping](https://jobicy.com/jobs?search_keywords=Account%20mapping.md)[MEDDICC](https://jobicy.com/jobs?search_keywords=MEDDICC.md)[SPICED](https://jobicy.com/jobs?search_keywords=SPICED.md)[Value selling](https://jobicy.com/jobs?search_keywords=Value%20selling.md)[Sales forecasting](https://jobicy.com/jobs?search_keywords=Sales%20forecasting.md)[Salesforce CRM](https://jobicy.com/jobs?search_keywords=Salesforce%20CRM.md)[Executive stakeholder management](https://jobicy.com/jobs?search_keywords=Executive%20stakeholder%20management.md)[Account strategy](https://jobicy.com/jobs?search_keywords=Account%20strategy.md)[Deal negotiation](https://jobicy.com/jobs?search_keywords=Deal%20negotiation.md) Sample interview questionsHow have you built pipeline from scratch in a new or evolving market?I start by defining the ideal customer profile, mapping buying groups, and identifying business triggers that make the problem urgent. I combine focused outbound messaging, partner activity, events, and account research, then measure conversion by stage to refine the approach quickly. Describe how you use MEDDICC or a similar framework on a complex opportunity. I use the framework to validate measurable impact, identify the economic buyer, understand decision criteria and process, surface pain, and build a champion. I document gaps in the CRM and create mutually agreed next steps to reduce risk before forecasting the deal. How do you position a product around outcomes rather than features? I begin with discovery into the customer's workflow, strategic priorities, and cost of inaction. I then connect relevant product capabilities to specific outcomes such as improved collaboration, lower operational friction, stronger security, or faster execution, supported by a clear value narrative. Tell us about a time you recovered momentum on a stalled deal. I reassessed the stakeholder map and identified the unresolved business risk behind the delay. After confirming the decision process with the champion, I facilitated a focused session around outcomes, objections, and ownership of next steps, which created a concrete path to decision. How do you maintain forecast accuracy while managing multiple complex opportunities? I maintain rigorous opportunity hygiene, validate each stage against objective exit criteria, and distinguish customer evidence from seller optimism. I review next steps, risks, stakeholder engagement, and timing weekly, escalating gaps early and updating the forecast based on verified buyer actions. Opportunity details ## About this role. ### 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 * 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](https://www.dropbox.jobs/en/our-blog/employee-stories/the-era-of-durable-skills-what-the-data-tells-us-about-thriving-in-change/) from our Chief People Officer, Melanie Rosenwasser. ### Compensation US Zone 1 This role is not available in Zone 1 US Zone 2 $187,900—$254,100 USD US Zone 3 $166,900—$225,900 USD Show more [Apply now >](https://jobicy.com/jobs/156039-senior-account-executive-7.md) * ![Upload CV](data:image/svg+xml;base64,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) ### Upload your resume now To unlock remote work opportunities and be discovered by global employers. 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