高级客户经理 - 拉丁美洲
Senior Account Executive - LATAM
职位描述
作为拉美地区高级客户经理，你将在帮助Dropbox改变市场进入方式方面发挥关键作用。这个职位超越传统的客户拓展。你将负责在现有客户基础和新客户中建立并扩展我们的销售方式，覆盖新的使用场景和采购中心。你将通过解决不确定性来识别客户认同的内容、推动实际成果的因素以及我们如何实现可重复的成功。
你将在执行与解决问题的交汇点上工作，完成业务交易的同时帮助塑造我们的销售策略、信息传递和方法。
这是一个直接影响Dropbox下一代产品发展的机会，并在GTM领导层有很高的可见度。
职责
- 负责你在拉美地区的整个销售流程，从管道创建到成交
- 通过接触新团队、部门和高管利益相关者从零开始建立销售管道
- 在需要时与我们的全球渠道合作伙伴合作，推动市场机会
- 超越现有的销售方式，发现新的使用场景和机会
- 通过外向努力、客户画像、活动和合作伙伴协作持续生成销售管道
- 准确预测并管理销售管道，持续达成或超越收入目标
- 领导深入的初步调查，以发现客户的问题、优先事项和期望成果
- 应用结构化的资格评估和价值销售框架（例如MEDDICC、SPICED）推进交易
- 清晰阐述业务影响，并围绕成果而非功能来定位Dropbox解决方案
- 通过建立紧迫感、协调利益相关者和明确下一步行动来推动交易进展
- 通过优化ICP、信息传递和使用场景来参与GTM策略的演变
- 跨职能协作，并将一线洞察带回以影响产品和GTM策略
要求
- 6年以上B2B SaaS销售经验，最好有早期阶段、新产品或不断演进的GTM环境的经验
- 必须精通葡萄牙语、西班牙语和英语
- 有在拉美地区工作的经验
- 有渠道经验或与渠道合作伙伴合作的经验
- 在不确定或不断变化的市场中证明能够生成销售管道并完成交易的能力
- 具有使用MEDDICC、SPICED或其他类似资格评估框架的丰富经验
- 有使用价值销售方法论（如掌握信息传递或类似方法）的实际经验
查看英文原文
Role Description
As an Senior Account Executive for LATAM, you will play a key role in helping Dropbox evolve how we go to market. This role goes beyond traditional account expansion. You’ll be responsible for building and scaling how we sell across new use cases and buying centers within our install base and with net new customers. You’ll work through ambiguity to identify what resonates with customers, what drives real outcomes, and how we can create repeatable success.
You will operate at the intersection of execution and problem-solving, closing business while helping shape our sales motion, messaging, and approach.
This is an opportunity to have a direct impact on how Dropbox grows its next generation of products, with high visibility across GTM leadership.
Responsibilities
- Own the full sales cycle from pipeline creation through close within your LATAM territory
- Build pipeline from scratch by prospecting into new teams, departments, and executive stakeholders
- Partner with our global channel partners to help drive in market opportunities when needed
- Expand beyond existing motions to uncover new use cases and opportunities
- Consistently generate pipeline through outbound efforts, account mapping, events, and partner collaboration
- Forecast accurately and manage pipeline to consistently meet or exceed revenue targets
- Lead strong discovery to uncover customer challenges, priorities, and desired outcomes
- Apply structured qualification and value-selling frameworks (e.g., MEDDICC, SPICED) to advance deals
- Clearly articulate business impact and position Dropbox solutions around outcomes, not features
- Drive deal momentum by building urgency, aligning stakeholders, and establishing clear next steps
- Contribute to evolving GTM strategy by refining ICP, messaging, and use cases
- Collaborate cross-functionally and bring insights from the field to influence Product and GTM
Requirements
- 6+ years of B2B SaaS sales experience, ideally including time in early-stage, new product, or evolving GTM environments
- Portuguese, Spanish, and English fluency essential
- Experience working the LATAM territory
- Channel experience or working with Channel Partners
- Proven ability to generate pipeline and close deals in ambiguous or evolving markets
- Strong experience with qualification frameworks such as MEDDICC, SPICED, or similar
- Demonstrated use of value selling methodologies such as Command of the Message or equivalent
- Experience selling to mid-market and enterprise customers, including executive stakeholders
- Consistent track record of meeting or exceeding sales targets
- High ownership mentality - you take initiative and move things forward without waiting for direction
- Thrive in ambiguity and are comfortable operating without a fully defined playbook
- Curious and business-oriented, with the ability to connect customer problems to solutions
- Resourceful and adaptable - you figure things out and adjust quickly
- Strong collaborator who contributes positively to team culture
- Experience using Salesforce or similar CRM tools to manage pipeline and forecast
- Strong organizational skills and ability to manage multiple complex deals
- Ability to travel domestically and internationally (2 to 4 per quarter on average, including 1 international trip per quarter)
Preferred Qualifications
- Experience selling a new or emerging product within an existing portfolio
- Experience working in high-change or transformation environments
- BA/BS degree or equivalent experience
- General familiarity with AI or productivity tools
- Global market experience
Durable Skills
AI fluency means using these tools to amplify human judgment, not replace it. We believe people with these skills will thrive as work and technology continue to evolve:
- Awareness: Understand yourself and others.
- Judgment: Evaluate information and make decisions in complex situations.
- Adaptability: Learn, adjust, and stay effective through change.
- Connection: Communicate, collaborate, and build trust.
To learn more about why these skills matter and what the data shows about thriving through change, read this blog post from our Chief People Officer, Melanie Rosenwasser.
Compensation
US Zone 1
This role is not available in Zone 1
US Zone 2
$187,900—$254,100 USD
US Zone 3
$166,900—$225,900 USD