Account Executive UKI

Role Overview

As an Account Executive on Dropbox’s Growth team, you will help evolve how Dropbox sells as it expands into newer products like Dash. This role focuses on both closing business and shaping the sales motion, especially across new use cases and buying centers within the install base and with net-new customers.

Responsibilities

• Own the full sales cycle (pipeline generation → close → 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
• Drive consistent pipeline creation via outbound, account mapping, events, and partner collaboration
• Forecast accurately and manage pipeline to meet/exceed revenue targets
• Lead strong discovery to uncover customer challenges, priorities, and desired outcomes
• Use structured qualification and value-selling frameworks (e.g., MEDDICC, SPICED)
• Position Dropbox solutions around business outcomes (not just features)
• Build deal momentum by creating urgency, aligning stakeholders, and setting 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 early-stage, new product, or evolving GTM environments)
• Proven ability to generate pipeline, manage complex deals, and close in ambiguous/developing markets
• Experience selling to mid-market and enterprise customers, including executive stakeholders
• Strong qualification/value-selling discipline using frameworks such as MEDDICC, SPICED, and others (e.g., Command of the Message)
• Track record of meeting or exceeding sales targets
• High-ownership, resourceful, adaptable—comfortable operating without a fully defined playbook
• CRM experience (e.g., Salesforce) and strong pipeline/forecast management

Preferred Qualifications

• Experience selling a new/emerging product within an existing portfolio
• Experience in high-change/transformation environments
• BA/BS degree or equivalent experience

Durable Skills (AI Fluency)

• Use AI tools to amplify human judgment (awareness, judgment, adaptability, connection)