Account Executive
Taken at the midpoint of its range, $172,400/yr, this role pays more than the middle Account Executive opening on the board today ($170k/yr); the usual band for that kind of seat is $132k–$355k/yr.
The posting
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: U nderstand yourself and others .
- Judgment: E valuat e information and mak e decisions in complex situations .
- Adaptability: L earn, adjust, and stay effective through change .
- Connection: C ommunicat e , collaborat e , 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
Where you can sell from
Fully remote, for people based in United States.
Taken from Dropbox's own posting, last seen live on 30 Oct 2026.
The application
Your details, CV and LinkedIn, then 8 questions.
- 1.What is your legal first name?Short answer
- 2.What are your personal pronouns?Pick one (7 options) · optional
- 3.Please provide the zip code of your primary residence.Short answer
- 4.Will you now or in the future require sponsorship or a visa transfer for employment visa status (ie: H-1B visa)?Yes or no
- 5.Have you previously worked for Dropbox?Pick one: Yes, former employee · Yes, former contingent worker or vendor · No, I have not previously worked for Dropbox
- 6.Please email me about future job openingsYes or no
- 7.Do you have 4+ years of B2B SaaS sales experience?Yes or no
- 8.FingerprintShort answer · optional
From Dropbox's apply page, checked 30 Oct 2026.
About Dropbox
Cloud storage, file sharing and Dash, an AI tool for finding and organizing company content, for individuals and businesses.
Pay schedule: A remote, salaried Dropbox job whose pay depends on the zone the employee lives in.
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