高级客户经理
Senior Account Executive
职位描述
作为高级客户经理，你将在帮助客户通过Dropbox全套产品实现更好的业务成果方面发挥关键作用。
你将与现有和潜在客户建立信任关系，深入了解他们的优先事项，并将他们与能够改善团队组织、协作、共享和保护工作的Dropbox解决方案相连接。
此职位结合了战略客户管理与强大的销售执行能力。你将与客户和内部团队紧密合作，制定客户策略，展示Dropbox整合产品组合的价值，并提供支持客户不断变化需求的解决方案。
这是一个帮助客户从Dropbox获得更多价值的同时，直接为公司增长和长期客户关系做出贡献的机会。
职责
- 负责你所在区域从线索生成到成交及续约的完整销售流程
- 通过接触新团队、部门和高管利益相关者，从零开始建立线索
- 超出现有模式，发现新的使用场景和机会
- 通过主动 outreach、客户画像、活动和合作伙伴协作持续生成线索
- 准确预测并管理线索，持续达成或超越营收目标
- 主导深入的客户需求挖掘，了解客户的挑战、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）推动交易进展
- 清晰阐述业务影响，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（例如Dash）来参与演变GTM策略
- 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环境中的经验
- 在模糊或不断变化的市场中具备生成线索和成交交易的实证能力
- 具备MEDDICC、SPICED或类似资格评估框架的丰富经验
- 具备使用价值销售方法的经验，如Command of the Message或同等方法
- 具有向中型市场和企业客户销售的经验，包括高管利益相关者
- 有持续达成目标的记录
查看英文原文
Role Description
As a Senior Account Executive, you will play a key role in helping customers achieve better business outcomes with Dropbox’s full suite of products.
You’ll build trusted relationships with both existing and prospective customers, develop a deep understanding of their priorities, and connect them with Dropbox solutions that improve how their teams organize, collaborate, share, and secure their work.
This role combines strategic account management with strong sales execution. You’ll partner closely with customers and internal teams to develop account strategies, demonstrate the value of Dropbox’s integrated product portfolio, and deliver solutions that support customers’ evolving needs.
This is an opportunity to help customers get more value from Dropbox while directly contributing to the company’s growth and long-term customer relationships.
Responsibilities
- Own the full sales cycle from pipeline generation through close and renewal within your territory
- Build pipeline from scratch by prospecting into new teams, departments, and executive stakeholders
- 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 (e.g., Dash)
- 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
- 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
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
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