Remote - US: Select locations
Senior Account Manager
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 isn’t just a workplace—it’s a living lab for more enlightened ways of working. We're a global community of bold visionaries and resourceful doers who are shaping the future of Dropbox—and with it the future of work. Our Virtual First model combines the autonomy of a distributed workplace with the power of human connection, making space for both meaningful work and meaningful relationships. With our start-up mindset and enterprise-level opportunities, you can be who you are and grow into who you’re meant to be. Here, you can own your impact to make work more intuitive, joyful, and human—for you as a Dropboxer and for hundreds of millions of people worldwide. If you're ready to push boundaries—and yourself— Dropbox is ready for you.
Team Description
The Dropbox Sales and Channel Team brings the power of enlightened work to organizations worldwide. We develop relationships that transform how companies collaborate and stories that shape how they see Dropbox. We don’t just sell products—we create partnerships that help companies leverage Dropbox Business to ignite new ways of working. From crafting sales strategies to analyzing business performance, we work with senior leaders to develop insights, identify opportunities, and do the planning and execution necessary to drive growth. If you're excited about creating partnerships inside the organization and out, join the Sales team. Areas of work include Sales Enablement, Sales Analytics, Customer Success, Account Management, Business Development, Channel Partnerships, Enterprise Sales, and Sales Operations.
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
- 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 through 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
- 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
- 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.
- 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 using Salesforce
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
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.
Other open positions
The Dropbox Sales and Channel Team brings the power of enlightened work to organizations worldwide. We develop relationships that transform how companies collaborate and stories that shape how they see Dropbox. We don’t just sell products—we create partnerships that help companies leverage Dropbox Business to ignite new ways of working. From crafting sales strategies to analyzing business performance, we work with senior leaders to develop insights, identify opportunities, and do the planning and execution necessary to drive growth. If you're excited about creating partnerships inside the organization and out, join the Sales team. Areas of work include Sales Enablement, Sales Analytics, Customer Success, Account Management, Business Development, Channel Partnerships, Enterprise Sales, and Sales Operations.
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