Offer summary

Qualifications:

6+ years in B2B software sales, Experience managing key customer relationships, BA or BS degree or equivalent experience, Strong discovery, negotiation, and closing skills.

Key responsabilities:

Develop account acquisition strategy for new business

Build relationships with decision makers and close deals

Job description

Role Description

As an Senior Account Executive, you will take ownership of an assigned territory focused on bringing in our highest value net new logo opportunities. To achieve this, you will bring Dropbox’s product capabilities and value to potential clients, gain insight into their business challenges and goals, and help them find new and enlightened ways to collaborate and operate their business. The successful candidate has experience building relationships with executive-level contacts, co-selling with channel partners, and is adaptable to changing or ambiguous environments. You must be highly results-driven, customer-focused, business savvy, and innovative at building internal and external relationships to help our clients transform their businesses!

Responsibilities

Develop and scale out a territory-specific account acquisition strategy to close new business opportunities by creatively breaking into net new logo accounts, prospecting into multiple lines of business, and being a visionary to help prospects craft their digital transformation (hunting 100% white space accounts)
Identifying and qualifying leads, building relationships with key decision makers, understanding customer needs, delivering sales presentations, negotiating contracts, and closing deals
Build strong relationships with local channel partners to collaboratively work with key personas within their accounts and identify opportunities for Dropbox AI products.
Collaborate with internal teams such as marketing, product, and customer success to ensure customer satisfaction
Mobilize and collaborate across a broad account team to create visibility with target accounts, drive engagement of target prospects at both the individual contributor and executive level, and move these accounts through the sales process
Constantly generate pipeline through ever-evolving techniques, tools, product demonstrations, field marketing initiatives, trade shows, and top-tier channel partners
Construct, forecast, and manage your sales activity and pipeline to meet revenue targets.
Provide accurate forecasting and sales forecasts to management

Requirements

6+ years experience in B2B software sales with a track record of hunting into and closing strategic/complex deals
Experience managing key customer relationships and closing strategic sales opportunities.
Curiosity to learn, explain and demonstrate a highly complex product
Consistent track record of over-achievement and net new logo accomplishments
A hunter's mindset focused on excellence in pipeline generation and opportunity progression, including diligent planning and preparation. Strong discovery, negotiation, and closing skills are your specialty
Contribute to the overall team culture in a positive, impactful way
Excellent collaboration skills and the ability to build long-lasting relationships across your team and the company
Ability to travel for marketing events and meeting partners and customers as necessary
Extensive experience utilizing a CRM to managed account opportunities and correlate key performance metrics
An ‘in the field’ mentality leading you to meet customers & prospects face to face wherever possible and capable of working in a Virtual First environment

Preferred Qualifications

BA or BS degree or equivalent experience
General knowledge of generative AI and search infrastructure
Experience hunting and work with accounts with anything from 200 seats to 1000+ seats (30 - 80 accounts)