Enterprise Account Executive

Job Description

Company Description Dropbox is a special place where we are all seeking to fulfill our mission to design a more enlightened way of working. We’re looking for innovative talent to join us on our journey. The words shared by our founders at the start of Dropbox still ring true today. Wouldn’t it be great if our working environment—and the tools we use—were designed with people’s actual needs in mind? Imagine if every minute at work were well spent—if we could focus and spend our time on the things that matter. This is possible, and Dropbox is connecting the dots. The nearly 3,000 Dropboxers around the world have helped make Dropbox a living workspace - the place where people come together and their ideas come to life. Our 700+ million global users have been some of our best salespeople, and they have helped us acquire customers with incredible efficiency. As a result, we reached a billion dollar revenue run rate faster than any software-as-a-service company in history. Dropbox is making the dream of a fulfilling and seamless work life a reality. We hope you’ll join us on the journey. 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 - AI (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! Responsibilities 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 AI products. Mobilize and collaborate with 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 and company goals Drive revenue by identifying and closing a list of named accounts Requirements 6+ years experience in sales with a track record of hunting into and closing strategic/complex enterprise software deals with accounts with 300+ employees Curiosity to learn, explain and demonstrate a highly complex product Consistent track record of over-achievement, net new logo accomplishments, and a experience working with multiple teammates including SAs, BDRs, PMs, Partners, Executives and Channel partners. 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 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 Preferred Qualifications BA or BS degree or equivalent experience General knowledge of generative AI and search infrastructure Preferred: Experience hunting and work with accounts with 1000+ employees Total Rewards At Dropbox, we strive to be a great place for all Dropboxers to grow and be recognized for that growth. This job posting reflects broad requirements, and represents two potential levels of role. Through our assessment process, we will identify your level that ties to compensation based on your experience and technical expertise along with the scope of the role. Salary/OTE is just one component of Dropbox’s total rewards package. All regular employees are also eligible for the corporate bonus program or a sales incentive (target included in OTE) as well as stock in the form of Restricted Stock Units (RSUs). If you are assessed at the IC3 level, below are the current Salary/OTE ranges (Subject to change): C$162,800 - C$191,500 - C$220,200 If you are assessed at the IC4 level, below are the current Salary/OTE ranges (Subject to change): C$211,200 - C$248,500 - C$285,800 Benefits Dropbox is committed to investing in the holistic health and wellbeing of all Dropboxers and their families. Our benefits and perks programs include, but are not limited to: Competitive medical, dental and vision coverage* Retirement Savings through a defined contribution pension or savings plan** Dropbox provides a Flexible PTO Policy in addition to your statutory holidays allowing you to unplug, unwind, and refresh Dropbox also provides exclusive additional paid time off for all FTE employees across the Globe, in addition to any relevant statutory holidays Protection Plans including Life and Disability Insurance* A Perks Allowance to be used on what matters most to you, whether that’s wellness, learning and development, food & groceries, and much more Parental benefits including; Parental Leave, Fertility Benefits, Adoptions and Surrogacy support, and Lactation support Additional benefits details are available upon request. Where group plans are not available, allowances are provided **Benefit, amount, and type are dependent on geographical location, based upon applicable law or company policy 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).