Job description
Company DescriptionWouldn’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 by designing a more enlightened way of working.
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.
- Drew (Founder/CEO) and Arash (Founder/Former Dropboxer)
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 (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, HelloSign, and DocSend
Mobilize and collaborate with a broad account team, including channel partners and technical support teams, 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
Successfully sold software to top companies in an assigned territory
Experience hunting in to and closing strategic/complex deals with accounts with 500+ employees
Experience co-selling with channel partners
Consistent track record of over-achievement, net new logo accomplishments, and a keen understanding of leveraging channel partnerships
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 locally 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
BA or BS degree or equivalent experience
Preferred: Deep knowledge and understanding of the territory
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.
For candidates hired in New York City metro, the expected salary/On-Target Earnings (OTE) range for the role is currently $148,900 - $175,200 - $201,500 if you are assessed at the IC3 level. If you are instead assessed at the IC4 level, the expected salary/On-Target Earnings (OTE) range for the role is currently $191,000 - $224,700 - $258,400.
For candidates hired in New York (outside NYC metro), the expected salary/On-Target Earnings (OTE) range for the role is currently $134,000 - $157,700 - $181,400 if you are assessed at the IC3 level. If you are instead assessed at the IC4 level, the expected salary/On-Target Earnings (OTE) range for the role is currently $171,900 - $202,200 - $232,500.
Range(s) is subject to change. 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. Dropbox uses the zip code of an employee’s remote work location to determine which metropolitan pay range we use.
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).
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).
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