- New York Metro Area

- San Francisco Bay Area

- Los Angeles Metro Area

Company Description

Dropbox is a leading global collaboration platform that's transforming the way people work together, from the smallest business to the largest enterprise. With more than 700 million registered users across more than 180 countries, our mission is to design a more enlightened way of working. From our headquarters in San Francisco to eight dedicated Studios and a worldwide team of employees who choose where they work best, our Virtual First approach is leading the way into the future of work.

Team Description

Our Sales and Channel teams share Dropbox Business with companies around the world, helping them understand the power Dropbox has to offer teams at scale. The Sales Strategy team develops insights to assess business performance, and leads initiatives to identify new sources of growth. We work closely with senior sales leaders to develop shared goals, and do the planning and execution necessary to make those goals a reality.

Role Description

As an Enterprise Account Executive (new logo hunter), 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!

  • Identify, 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)
  • Demonstrate expertise in building business cases that clearly show value and differentiation at all levels of your customer’s organization
  • Build strong relationships with local channel partners to collaboratively work with key personas within their accounts and identify opportunities for Dropbox, HelloSign, and DocSend
  • Mobilize and collaborate with a broad account team, including channel partners and technical support teams, 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 and company goals
  • Drive revenue by identifying and closing a list of named accounts
  • Successfully sold software to top companies in an assigned territory
  • Experience hunting in to and closing strategic/complex deals with accounts with 500+ employees
  • Experience co-selling with channel partners
  • Consistent track record of over-achievement, net new logo accomplishments, and a keen understanding of leveraging channel partnerships
  • A hunter's mindset focused on excellence in pipeline generation and opportunity progression, including diligent planning and preparation. Strong prospecting, discovery, negotiation, and closing skills are your specialty.
  • Excellent collaboration skills and the ability to build long-lasting relationships across your team and the company
  • Ability to travel locally for marketing events and meeting partners and customers
  • 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
  • BA or BS degree or equivalent experience
  • Preferred: Deep knowledge and understanding of the territory
  • Preferred: Experience hunting and work with accounts with 1000+ employees
Equal Opportunity Statement

Dropbox is an equal opportunity employer. We are a welcoming place for everyone, and we do our best to make sure all people feel supported and connected at work. A big part of that effort is our support for members and allies of internal groups like Asians at Dropbox, BlackDropboxers, Latinx, Pridebox (LGBTQ), Vets at Dropbox, Women at Dropbox, ATX Diversity (based in Austin, Texas) and the Dropbox Empowerment Network (based in Dublin, Ireland).

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Enterprise Account Executive