Account Representative
Description
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
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)
Knowledge of Salesforce.com a plus
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
Preferred Qualifications
TBD
Total Rewards
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).
Current Salary/OTE Ranges (Subject to change):
C$162,800 - C$191,500 - C$220,200
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*
Retirement Savings through a defined contribution pension or savings plan**
Dropbox provides a Flexible PTO Policy in addition to your statutory holidays allowing you to unplug, unwind, and refresh
Dropbox also provides exclusive additional paid time off for all FTE employees across the Globe, in addition to any relevant statutory holidays
Protection Plans including Life and Disability Insurance*
A Perks Allowance to be used on what matters most to you, whether that’s wellness, learning and development, food & groceries, and much more
Parental benefits including; Parental Leave, Fertility Benefits, Adoptions and Surrogacy support, and Lactation support
Additional benefits details are available upon request.
- Where group plans are not available, allowances are provided
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).