[Remote] Account Executive

Note: The job is a remote job and is open to candidates in USA. Dropbox is a leading technology company focused on providing innovative solutions for file storage and collaboration. They are seeking an Account Executive on the Growth team to expand their Product Suite and emerging AI products to new customers, focusing on identifying and developing opportunities with net new customers.ResponsibilitiesOwn the full sales cycle from pipeline generation through close and renewal within your territoryBuild pipeline from scratch by prospecting into new teams, departments, and executive stakeholdersExpand beyond existing motions to uncover new use cases and opportunitiesConsistently generate pipeline through outbound efforts, account mapping, events, and partner collaborationForecast accurately and manage pipeline to consistently meet or exceed revenue targetsLead strong discovery to uncover customer challenges, priorities, and desired outcomesApply structured qualification and value-selling frameworks (e.g., MEDDICC, SPICED) to advance dealsClearly articulate business impact and position Dropbox solutions around outcomes, not featuresDrive deal momentum by building urgency, aligning stakeholders, and establishing clear next stepsContribute 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 GTMSkills4+ years of B2B SaaS sales experience, ideally including time in early-stage, new product, or evolving GTM environmentsProven ability to generate pipeline and close deals in ambiguous or evolving marketsStrong experience with qualification frameworks such as MEDDICC, SPICED, or similarDemonstrated use of value selling methodologies such as Command of the Message or equivalentExperience selling to mid-market and enterprise customers, including executive stakeholdersConsistent track record of meeting or exceeding sales targetsHigh ownership mentality - you take initiative and move things forward without waiting for directionThrive in ambiguity and are comfortable operating without a fully defined playbookCurious and business-oriented, with the ability to connect customer problems to solutionsResourceful and adaptable - you figure things out and adjust quicklyStrong collaborator who contributes positively to team cultureExperience using Salesforce or similar CRM tools to manage pipeline and forecastStrong organizational skills and ability to manage multiple complex dealsExperience selling a new or emerging product within an existing portfolioExperience working in high-change or transformation environmentsBA/BS degree or equivalent experienceGeneral familiarity with AI or productivity toolsCompany OverviewDropbox is a smart workspace company that provides secure file sharing, collaboration, and storage solutions. It was founded in 2007, and is headquartered in San Francisco, California, USA, with a workforce of 1001-5000 employees. Its website is https://www.dropbox.com.Company H1B SponsorshipDropbox has a track record of offering H1B sponsorships, with 13 in 2026, 121 in 2025, 105 in 2024, 103 in 2023, 166 in 2022, 197 in 2021, 157 in 2020. Please note that this does not guarantee sponsorship for this specific role.