Enterprise Account Executive - AI

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.

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 IC3 level, below are the current Salary/OTE ranges (Subject to change):
• US Zone 1: $153,400 - $180,500 - $207,600.
• US Zone 2: $138,100 - $162,500 - $186,900.
• US Zone 3: $122,700 - $144,400 - $166,100.

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

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).