Role Description
As an Enterprise Account Executive - AI (new logo hunter), you will take ownership of an assigned territory (EAST) 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.
Dropbox takes a number of factors into account when determining individual starting pay, including job and level they are hired into, location/metropolitan area, skillset, and peer compensation. We target most new hire offers between the minimum up to the middle of the range.
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 IC4 level, below are the current Salary/OTE ranges (Subject to change):
• US Zone 1: $196,800 - $231,500 - $266,200.
• US Zone 2: $177,100 - $208,400 - $239,700.
• US Zone 3: $157,400 - $185,200 - $213,000.
Dropbox uses the zip code of an employee’s remote work location to determine which metropolitan pay range we use. Current US Zone locations are as follows:
• US Zone 1: San Francisco metro, New York City metro, or Seattle metro
• US Zone 2: Austin (TX) metro, Chicago metro, California (outside SF metro), Colorado, Connecticut (outside NYC metro), Delaware, Massachusetts, New Hampshire, New York (outside NYC metro), Oregon, Pennsylvania (outside NYC or DC metro), Washington (outside Seattle metro), Washington DC metro and West Virginia (DC metro)
• US Zone 3: All other US locations
What the Team is Saying
What We Do
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.
Why Work With Us
Our remote work model is a deliberate shift to provide greater flexibility, create a level-playing field, and evolve our culture to focus on people over places. Being a Virtual First company has allowed us to focus on our impact and effectiveness, by making investments in our employees according to what they need to do their best work.
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Dropbox Teams
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Remote Workspace
Employees work remotely.
While remote work is the primary experience for our employees, we also prioritize opportunities for quarterly in-person collaboration knowing that connection is vital to a thriving workforce. We focus on how we work, not where we work.
