Role Description

As an Account Executive on the Growth team, you will play a key role in helping Dropbox evolve how we go to market as we expand into newer products like Dash. This role goes beyond traditional account expansion. You’ll be responsible for building and scaling how we sell across new use cases and buying centers within our install base and with net new customers. You’ll work through ambiguity to identify what resonates with customers, what drives real outcomes, and how we can create repeatable success.

You will operate at the intersection of execution and problem-solving, closing business while helping shape our sales motion, messaging, and approach.

This is an opportunity to have a direct impact on how Dropbox grows its next generation of products, with high visibility across GTM leadership.

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

Compensation

Role Description

As a Sales Manager on the Growth team, you will play a critical role in leading Dropbox’s shift from a PLG-led motion to a hybrid PLG → SLG model. You will lead a team responsible for driving expansion across our install base, while also helping define how we sell newer products like Dash. This role requires a balance of leadership, execution, and problem-solving. You will be expected to drive results today while building the operating rigor and sales motion needed for tomorrow. This is not a “run the playbook” role. You will help install the standards, coaching, and discipline required to evolve how the team sells, engages customers, and closes complex, multi-product deals.

Responsibilities

• Lead a team responsible for expansion, upsell and cross-sell revenue across both transactional and enterprise motions
• Drive pipeline generation through outbound activity, account expansion, and partner engagement
• Ensure the team is not reliant on renewals by building a strong culture of proactive pipeline creation
• Maintain high standards for pipeline quality, deal progression, and execution
• Enforce rigorous qualification and deal inspection frameworks (e.g., MEDDPICC, SPICED)
• Lead accurate, accountable forecasting and uphold a high bar for deal validity
• Coach reps on value-based selling, focusing on customer problems, impact, and differentiation (experience with Command of the Message or other frameworks preferred) 
• Drive transformation by refining ICP, messaging, and GTM for evolving products (e.g., Dash)
• Enable multi-product, platform-oriented selling across complex enterprise deals
• Collaborate cross-functionally with Product, Marketing, Customer Success, Solutions teams and leverage partners to accelerate pipeline and influence GTM strategy

Requirements

• 3–5+ years of sales leadership experience with an additional 6+ years of quota-carrying sales experience
• Proven track record of driving pipeline generation and closing complex, enterprise SaaS deals
• Deep experience with structured sales methodologies such as MEDDPICC, SPICED, or similar
• Strong background in value selling frameworks such as Command of the Message or equivalent
• Experience selling multi-product or platform-based enterprise solutions
• Demonstrated success in outbound-driven environments and building pipeline from scratch
• Hands-on leader who actively engages in deals, coaching, and execution
• Strong deal inspector—able to quickly assess deal quality and coach reps to improve
• High accountability leader who sets and enforces clear standards
• Comfortable leading through ambiguity and driving change
• Strong executive presence with the ability to engage senior stakeholders internally and externally
• Strong command of Salesforce and modern sales tools (Gong, Outreach, Sales Navigator, etc.)
• Data-driven approach to forecasting, pipeline management, and performance tracking

Preferred Qualifications

• Experience in a transformation environment (PLG → SLG or similar)
• Background in startup or high-growth companies
• Experience selling or leading teams selling AI or productivity tools
• Track record of developing top-performing sales talent

Compensation