Account Representative
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
- 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
Total Rewards
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 is a Virtual First company and is open to hiring candidates in all authorized locations. However, for this role, the locations posted are preferred.
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):
• US Zone 1: $153,400 - $180,500 - $207,600.
• US Zone 2: $138,100 - $162,500 - $186,900.
• US Zone 3: $122,700 - $144,400 - $166,100.
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 (outside Seattle metro), Washington DC metro and West Virginia (DC metro)
• US Zone 3: All other US locations
