[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 – LATAM 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 views43Application actions3Application 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. This is a senior individual-contributor SaaS sales role responsible for owning the full sales cycle across a LATAM territory. The Account Executive will create pipeline through outbound prospecting, account mapping, events, and channel-partner collaboration, while expanding both existing and net-new customer opportunities. Success requires enterprise discovery, value selling, structured qualification, accurate forecasting, and the ability to advance complex deals with executive stakeholders. The role also contributes field insight to evolving go-to-market strategy, messaging, ICP definition, and product direction. Portuguese, Spanish, and English fluency are essential, along with willingness to travel internationally. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 5/5EasyHard ### Pace & Pressure 5/5RelaxedFast-paced ### Autonomy Level 5/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThe role combines a demanding revenue quota with building a repeatable sales motion in an ambiguous, evolving market. It requires senior-level multilingual stakeholder management, self-sourced pipeline generation, and ownership of complex enterprise deals. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job median (per year)Market rate$210,500US market range (per year)$165k–$260k0$286k AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. The employer discloses US compensation ranges of $166,900–$225,900 for Zone 3 and $187,900–$254,100 for Zone 2. The annual cadence is inferred from the magnitude and senior US SaaS sales context because the posting does not explicitly state a pay period. Estimated US market base-pay range for a senior enterprise SaaS Account Executive is $165,000–$260,000 per year; variable commissions or incentives may apply but are not disclosed. ## 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)[LATAM market development](https://jobicy.com/jobs?search_keywords=LATAM%20market%20development.md)[Pipeline generation](https://jobicy.com/jobs?search_keywords=Pipeline%20generation.md)[Outbound prospecting](https://jobicy.com/jobs?search_keywords=Outbound%20prospecting.md)[Full sales cycle management](https://jobicy.com/jobs?search_keywords=Full%20sales%20cycle%20management.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)[Channel partner management](https://jobicy.com/jobs?search_keywords=Channel%20partner%20management.md)[Salesforce CRM](https://jobicy.com/jobs?search_keywords=Salesforce%20CRM.md)[Sales forecasting](https://jobicy.com/jobs?search_keywords=Sales%20forecasting.md)[Executive stakeholder management](https://jobicy.com/jobs?search_keywords=Executive%20stakeholder%20management.md)[Account mapping](https://jobicy.com/jobs?search_keywords=Account%20mapping.md)[Portuguese Spanish English fluency](https://jobicy.com/jobs?search_keywords=Portuguese%20Spanish%20English%20fluency.md) Sample interview questionsHow would you build pipeline for a new Dropbox use case in a LATAM enterprise account?I would first identify the relevant buying centers, map executive and functional stakeholders, and prioritize accounts with signals that match the use case. I would combine targeted outbound messaging, multithreading, partner introductions, and event follow-up, then measure conversion at each stage to improve the motion. Describe how you use MEDDICC or a similar framework to qualify a complex opportunity. I use qualification continuously rather than as a checklist. I validate measurable business impact, identify the economic buyer and decision process, understand decision criteria and pain, build a champion, and address competition early. Any gaps become specific next steps in the account plan. How do you sell business outcomes rather than product features? I begin with discovery into the customer's strategic priorities, workflow friction, risks, and desired measurable results. I then connect capabilities to those outcomes using the customer's language, quantify value where possible, and validate the proposed impact with key stakeholders. How would you manage an opportunity when stakeholders disagree on urgency or priorities? I would surface the differing priorities through separate and joint conversations, clarify the consequences of inaction, and create a mutual action plan with agreed owners and dates. I would seek an executive sponsor or champion to align the group around a shared business case. Tell us how you maintain forecast accuracy while operating in an ambiguous market. I use clear stage-entry criteria, inspect stakeholder engagement and next steps, and distinguish evidence from optimism. I review deal risks regularly, maintain a realistic commit versus upside view, and communicate changes early with a plan to address gaps. Opportunity details ## About this role. ### Role Description As an Senior Account Executive for LATAM, you will play a key role in helping Dropbox evolve how we go to market. This role goes beyond traditional account expansion. You’ll be responsible for building and scaling how we sell across new use cases and buying centers within our install base and with net new customers. You’ll work through ambiguity to identify what resonates with customers, what drives real outcomes, and how we can create repeatable success. You will operate at the intersection of execution and problem-solving, closing business while helping shape our sales motion, messaging, and approach. This is an opportunity to have a direct impact on how Dropbox grows its next generation of products, with high visibility across GTM leadership. ### Responsibilities * Own the full sales cycle from pipeline creation through close within your LATAM territory * Build pipeline from scratch by prospecting into new teams, departments, and executive stakeholders * Partner with our global channel partners to help drive in market opportunities when needed * 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 * 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 * Portuguese, Spanish, and English fluency essential * Experience working the LATAM territory * Channel experience or working with Channel Partners * 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 * Ability to travel domestically and internationally (2 to 4 per quarter on average, including 1 international trip per quarter) ### 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 * Global market experience ### 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/156042-senior-account-executive-latam.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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