Description review
Senior Account Executive
Dropbox · USA · back to the listing
HR standards
58/100
needs work
Title ↔ description
94/100
strong
Reads as
Sales Representative
100% confident
What this role officially is
commercial sales representative — ESCO, the EU occupation classification
Commercial sales representatives represent a company in selling and providing information on goods and services to businesses and organisations.
Also known as: field sales representative, technical and commercial sales executive, field sales executive, sales and marketing consultant, business development representative, technical and commercial sales representative
How others title the same work
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What the listing never says
- 32 bullet points. Long requirement lists deter qualified candidates, who read them as hard gates. Scope clarity
- No pay range published. Candidates cannot tell whether applying is worth their time. Pay transparency
- No location or timezone policy stated, so a candidate cannot tell where they may work from. Scope clarity
The listing, marked up
Nothing in the wording of this listing tripped a check. The scores above still judge how complete and coherent it is.
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 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
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 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