Role Description

We’re looking for a Commercial Counsel - EMEA Lead to be a key member of Dropbox’s global commercial legal team with a primary focus on EMEA sales and channel related deals, processes, and relationships, as well as EMEA-specific procurement deal work and support. Reporting directly to the Head of Global Commercial Legal, this leadership role offers an exciting opportunity to have company-wide impact primarily supporting Dropbox’s EMEA and global sales and channel strategy and other cross functional teams and EMEA-specific procurement deal work and support. 

This role is for an experienced in-house attorney in the commercial legal space with a client-first mindset and experience working closely with sales and channel teams to innovate and leverage technology to create and drive efficiencies in a world class commercial legal function in support of Dropbox’s business goals. You’ll be part of a team of attorneys and professionals responsible for drafting, reviewing, and negotiating a high volume of complex commercial contracts with Dropbox business customer, channel partners and distributors, and vendors around the world. Willing to act as both a team player and a mentor, you'll be primarily responsible for partnering with our sales and channel, finance, product, and other business teams to deliver efficient, scalable approaches to commercial matters, with a focus on sales and channel deals, processes, and relationships. This role also has an opportunity to take on and grow a management and leadership role in the EMEA region

The ideal candidate is an experienced commercial attorney who has partnered closely with in-house business teams, and sales and channel teams, in particular, and is passionate about supporting the business and who thrives in solving legal, technology and business issues. The ideal candidate also has management and leadership experience in the EMEA region, and has a good understanding of the EMEA regulatory scheme and how it impacts contractual relationships and negotiations, including GDPR, DORA, TUPE, and the EU AI Act. The ideal candidate must be empathetic and a team player who is effective in collaborating with others (and hopefully enjoy a few laughs and a bit of fun along the way!).

Responsibilities

• Partner closely and create strong working relationships with Dropbox’s business teams, with a primary focus on sales and channel partner, finance, product, and other business teams.
• Engage personally in complex deals and work collaboratively with various company teams to implement company initiatives.
• Develop and collaboratively implement an innovative strategy to increase the efficiency and effectiveness of delivering commercial legal support to Dropbox’s business.
• Partner with our LegalOps team to increase process automation, legal technology, and other efficiencies.
• Be an effective manager, leader, and mentor to other EMEA based commercial legal team members
• Be an active and trusted leader, problem solver, and innovator to key stakeholders across the company.

Requirements

• Minimum of 7+ years as a practicing commercial attorney, including substantive experience in drafting and negotiating complex commercial agreements, including SaaS, licensing, technology, equipment, and marketing agreements 
• Working understanding of the EMEA regulatory scheme and how it impacts contractual relationships and negotiations, including GDPR, DORA, TUPE, and the EU AI Act
• Experience partnering with globally distributed in-house business teams, particularly sales and channel teams, at a SaaS company to handle a high volume of complex commercial transactions
• Process and tool focused innovator who drives performance and efficiencies while building trusted relationships and empowering business partners
• Ability to translate complex legal issues into clear and simple guidance, and to partner effectively across all levels of the company
• Passion for client service and efficiency
• Familiarity with procurement legal systems and tools and experience developing and / or enhancing legal procurement processes and procedures
• At least one year of people management and leadership experience in an in-house legal environment
• High integrity, strong ethics, and an unflappable demeanor
• J.D. with strong academic credentials and demonstrated record of success as a lawyer
• Member in good standing of bar and (if applicable) in-house counsel registration

Preferred Qualifications

• Strong record of close partnership and being embedded with sales and channel partners teams in day-to-day sales and channel deal work and operations
• Direct experience implementing new sales and channel partner processes to drive efficiencies and empower self service with procurement teams
• Demonstrated ability to handle multiple types of cross-functional commercial matters, including procurement facing agreements, M&A integration and support, and commercial disputes

Compensation

Role Description

As an Account Executive covering the Nordics, you’ll drive expansion within an assigned install base by uncovering new opportunities, engaging additional buying centers, and closing high-impact growth deals across Dropbox Business Enterprise, Dropbox Dash, and Dropbox Replay.

You’ll thrive here if you enjoy hunting within accounts, navigating multi-stakeholder enterprise cycles, and tailoring messaging to Nordic business culture—while operating day-to-day in English and engaging customers in Swedish, Danish, and/or Finnish.

Responsibilities

• Own the full sales cycle across the Nordics territory, from prospecting through negotiation and close.
• Generate and manage pipeline through outbound prospecting, account mapping, events, partners, and inbound conversion.
• Build strategic territory plans and maintain disciplined pipeline hygiene to forecast accurately and exceed revenue targets.
• Lead value-driven discovery with IT, Security, Compliance, Procurement, and Line-of-Business leaders.
• Position Dropbox as a strategic platform by aligning multiple products to measurable customer outcomes.
• Navigate complex enterprise buying processes, aligning stakeholders and managing procurement cycles.
• Build trusted relationships with mid-level and executive decision-makers across technical and business functions.
• Partner cross-functionally with Solutions Consulting, Customer Success, Product, and Marketing to close complex deals.
• Act as the voice of the customer to influence product roadmap and go-to-market strategy.
• Deliver compelling enterprise product demonstrations and confidently address technical, security, compliance, and AI-related requirements.

Requirements

• 4+ years of B2B SaaS closing experience with consistent quota achievement.
• Proven track record of expanding existing accounts by engaging new teams and senior stakeholders.
• Fluency in English plus professional fluency in Swedish, Danish, or Finnish (priority), able to run end-to-end discovery and commercial conversations.
• Strong discovery and value-selling skills, translating business challenges into quantified outcomes.
• Experience selling to mid-market and/or enterprise customers across multi-stakeholder buying groups (IT, Security, Procurement, Business).
• Strong CRM discipline (Salesforce or equivalent) with accurate forecasting and structured account planning.
• Hunter mentality with proactive pipeline generation and opportunity creation.
• Business-savvy, curious, and able to clearly articulate complex products.
• Collaborative, accountable, and comfortable operating in fast-paced, ambiguous, Virtual First environments (with Nordic travel as needed).
• Highly organized, able to manage multiple complex sales cycles simultaneously.

Preferred Qualifications

• BA/BS degree or equivalent practical experience
• General knowledge of AI and its enterprise use cases
• Experience hunting and managing mid-market to enterprise accounts (200–1000+ seats; ~30–80 accounts)
• Experience selling multi-product/platform solutions (vs. single-point solutions)
• Familiarity with Nordic enterprise buying dynamics and procurement processes
• Experience working in a Virtual First or distributed sales environment
• Exposure to governance, compliance, or security-focused conversations

Compensation