Dropbox is a Virtual First company. For this role, we are hiring in Zones 2 and 3. Please refer to our Compensation section below to see what neighborhoods fall under each Zone.

Company Description

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.

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

The Senior Account Manager role is responsible for the success of Dropbox’s existing customers by developing trusted relationships within accounts, creating new opportunities via Dropbox’s portfolio of products, and driving revenue retention. We are looking for collaborative and highly engaged Account Manager to drive revenue growth across a set of existing customers and own the customer relationship. If you are a strong communicator & negotiator, have ownership mindset, and enjoy building relationships with your customers, then we invite you to apply.

Responsibilities

Sales Capability

Own, drive and manage the end-to-end customer relationship – ensuring customer retention, renewal and up-sell/cross sell of the entire DBX solution set
Accurately maintain forecast of your territory and communicate any retention risk to internal resources in order to develop resolution strategies
Ensure customer satisfaction and delight though alignment to leverage DBX solutions to solve/support customer business priorities
Prospect heavily within your install base of accounts and create net new sales pipeline

Business/Commercial/Account Management

Establish multiple customer touch points by mapping and engaging key stakeholders across the Customer organization
Lead proactive deep discovery conversations to uncover new opportunities within existing accounts and ensure the Dropbox multi-product offering reaches the key stakeholders
Partner with our Customer Success Managers and Technical Solutions Specialists to develop territory plans, account plans and account strategies to drive revenue growth and market share within these accounts
Delight every Dropbox customer with each interaction and play a key role in developing the market reputation of Dropbox as we scale and evolve our products to meet business customers’ needs

Product/Technical

Deliver impactful product demos, provide insightful technical answers, and recommend creative ways to get the most out of Dropbox Business
Become a strong technical product expert through training and deep utilization of Dropbox core products
Support and drive customer understanding of and appreciation for the Dropbox product roadmap
Be the voice and champion of the customer to the product team and other cross functional organizations

General

Make every potential Dropbox customer happy with every interaction, regardless of deal size or likelihood of close
Develop a thorough understanding of Dropbox products and maintenance contracts
Manage, track, and report sales activities and results usingSalesforce

Requirements

6+ years of experience as an Account Manager or Account Executive in a closing sales role
Consultative selling experience resulting in growing existing accounts
Strong Track record of meeting sales objectives such as quota and productivity requirements
Strong SaaS, Technical and Commercial acumen
Prior experience selling into IT
Strong negotiation and prospecting skills
Working knowledge of MS Office Suite (Word, Excel, and PowerPoint) & G-Suite
Knowledge of Salesforce.com and Slack
Training in formal sales methodology
Bachelor’s Degree or equivalent required
Capability to work in a Virtual First environment

Preferred Qualifications

Customer Oriented, Problem-solving & analytical mindset
Training in formal sales methodology
High level of self-motivation

Compensation

US Zone 1

This role is not available in Zone 1

US Zone 2

$189,700—$256,700 USD

US Zone 3

$168,600—$228,200 USD

The range(s) listed above is the expected annual salary/OTE (On-Target Earnings) for this role, subject to change.

Please note, OTE are for sales roles only.

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 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.

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 DC metro, and West Virginia (DC metro)
• US Zone 3: All other US locations

Benefits

Dropbox is committed to investing in the holistic health and wellbeing of all Dropboxers and their families. Our benefits and perks programs include, but are not limited to:

Competitive medical, dental, and vision coverage
401(k) plan with a generous company match and immediate vesting
Flexible PTO/Paid Time Off, paid holidays, Volunteer Time Off, and more, allowing you time to unplug, unwind, and refresh
Income Protection Plans: Life and disability insurance
Business Travel Protection: Travel medical and accident insurance
Perks Allowance to be used on what matters most to you, whether that’s wellness, learning and development, food and groceries, and much more
Parental benefits including: Parental Leave, Child and Adult Care, Day Care FSA, Fertility Benefits, Adoption and Surrogacy Support, and Lactation Support
Access to over 10,000 global co-working spaces through Gable.to, making it easy to book flexible workspaces for collaboration or individual work
Quarterly Cell phone and internet allowance
Mental health and wellness benefits
Disability and neurodivergence support benefits

Additional benefit details are available upon request.

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, enABLE, TODOS (Latinx), Pridebox (LGBTQ), Vets at Dropbox, and Women at Dropbox.

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