New Account Representative

Job Description

Company Description

Dropbox is now a Virtual First company, which means work outside of an office will be the primary experience for all employees. Being Virtual First also means the location of our employees is targeted but flexible. If “Location Flexible” is listed in the job title of a role, the role can be located in any of the states where Dropbox is authorized to do business.** Some roles (including those which do not have “Location Flexible” in the job title), however, may have to be co-located with their teams in certain locations. Please work with your recruiter and your hiring manager to understand any location constraints of a particular role and to communicate your location preferences. **Dropbox is authorized to do business in many, but not all, states. If you are not located in or able to work from a state where Dropbox is registered, you will not be eligible for employment. Please speak with your recruiter to learn more about where Dropbox is registered.
Dropbox is one place to keep life organized and keep work moving. With more than 600 million registered users across 180 countries, we’re on a mission to design a more enlightened way of working. Dropbox is headquartered in San Francisco, CA, and has offices around the world. For more information on our mission and products, visit dropbox.com.

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 Inside 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 GNARR within a book of business. You will be responsible of 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

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 organisation leveraging the right combination of DBX/HS 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

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 DBX

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

• 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)
• 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
• Role can be based in EMEA

Dropbox is an equal opportunity employer. We are a welcoming place for everyone, and we do our best to make sure all people feel supported and connected at work. A big part of that effort is our support for members and allies of internal groups like Asians at Dropbox, BlackDropboxers, Latinx, Pridebox (LGBTQ), Vets at Dropbox, Women at Dropbox, ATX Diversity (based in Austin, Texas) and the Dropbox Empowerment Network (based in Dublin, Ireland).