Account Executive UKI

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 generation through close and renewal within your territory

Selling Motion

Buyer Persona

C-Suite

Selling to executive decision-makers

Territory

Greenfield

Build territory from scratch — net-new logos

Requirements at a Glance

Bachelor's Degree · Required

Typical Day — Account Executive

Demos 4–6/week

Proposals 2–3/week

Estimates based on role type and selling motion — actual may vary by company.

SaaS — Interview Intel

Typical Sales Cycle

Common Buyer Objections

• "We're locked into a contract with [competitor]"
• "We built something in-house already"
• "We don't have budget until next quarter"
• "Our team won't adopt another tool"

Key Industry Metrics

ARR / MRR Net Revenue Retention (NRR) CAC Payback Period Logo Churn vs Revenue Churn ACV (Avg Contract Value) Magic Number

Hot Topics to Reference

• Vertical SaaS consolidation
• Usage-based pricing models

Use these insights to speak the buyer's language in interviews.

Tags

• Interview Questions 5 —
• Walk me through your discovery process.
• Template question —How do you handle a prospect who goes silent mid-deal?
• Template question —Tell me about your largest closed deal and the sales cycle.
• Template question —How do you build business cases for stakeholders?
• Template question —Describe a deal you lost and what you learned.
• Template question

Research Dropbox's product, recent news, and key competitors

Practice a 2-minute product demo pitch for a mock discovery call

Review the job description and map your experience to each requirement

Role Insights

This Account Executive position at Dropbox involves managing the full sales cycle from prospecting through close.

SaaS sales roles typically involve consultative selling with longer deal cycles.

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