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The Senior Account Executive is responsible for acquiring new business opportunities in an assigned territory for Dropbox, leveraging strong relationship-building skills and collaboration with partners. They will develop a strategy for account acquisition, engage with decision-makers, manage sales processes, and forecast revenue while fostering a positive team culture.
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)
Compensation
US Zone 1
$202,700—$274,300 USD
US Zone 2
$182,500—$246,900 USD
US Zone 3
$162,200—$219,400 USD
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