Dropbox is a leading global collaboration platform that's transforming the way people work together, from the smallest business to the largest enterprise. With more than 700 million registered users across more than 180 countries, our mission is to design a more enlightened way of working. From our headquarters in San Francisco to eight dedicated Studios and a worldwide team of employees who choose where they work best, our Virtual First approach is leading the way into the future of work.

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 Sales team are responsible for delivering end to end net new revenue to 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 revenue, across our entire product portfolio.

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

Responsibilities

• Manage the full-cycle sales with responsibility for generating pipeline and closing deals 
• Prospecting to key accounts / verticals
• Demonstrable prospecting skills are essential 
• Drive conversion/closure of inbound leads, Marketing leads, and create unique deal pipeline via various outbound approaches
• Primary focus on the Mid-Market space
• Working closely with prospects to identify where and how Dropbox can add most value to their organisation leveraging the right combination of DBX/Dropboxsign solutions
• Partner and collaborate cross-functionally within the broader Global Sales & Channel organisation 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
• 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 DBX
• Develop a thorough understanding of Dropbox products 
• Manage, track, and report sales activities and results using Salesforce

Requirements

• Full sales cycle experience
• 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
• Knowledge of media / design / research workflows a plus
• Working knowledge of MS Office Suite (Word, Excel, and PowerPoint)
• Eligibility to work in the EU (for EMEA roles only)
• Written and spoken fluency in English
• BA or BS degree or equivalent experience
• Capability to work in a Virtual First environment