Account Representative

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 Account Representative team is responsible for acquiring new customers for the business by sourcing and closing high-complexity deals with a combination of inbound leads and new customer prospecting.

As an Account Representative your primary focus will be to qualify & close leads from multiple sources and maximize in-quarter new customer revenue within a book of business.

You will be responsible for identifying and establishing relationships with key individuals in target organizations and helping them understand the value that Dropbox and HelloSign can bring to their business.

**Responsibilities**:
Bullet points listing out role responsibilities

Sales Capability

Manage the full-cycle sales with responsibility for generating pipeline and closing deals
Drive conversion/closure of inbound leads, Marketing leads, and create unique deal pipeline via various outbound approaches
Primary focus on the SMB and MM space

Business/Commercial

Working closely with prospects to identify where and how Dropbox can add most value to their organization leveraging the right combination of Dropbox and DropboxSign solutions
Partner and collaborate cross-functionally within the broader Global Sales & Channel organization engaging key individuals across Solutions and Success teams to build out the very best propositions for our customers
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 solutions
Be the voice of the customer to the product team and other cross functional groups in Dropbox

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 using Salesforce

**Requirements**:
IC2 - 1 year minimum sales experience (closing experience a plus)
IC3 - 3+ Years Sales closing experience - SaaS preferred
Consistent track record of building pipeline and exceeding sales targets
Strong prospecting, discovery, negotiation and closing skills
Excellent collaboration skills and the ability to build long-lasting relationships across your team and the company
Attested resilience in a fast-paced, challenging sales environment
Tech sales experience (preferred)
Working knowledge of MS Office Suite (Word, Excel, and PowerPoint)
BA or BS degree or equivalent experience
Capability to work in a Virtual First environment

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 D