Role Description

As an Enterprise Account Executive - AI (new logo hunter), you will take ownership of an assigned territory (EAST) focused on bringing in our highest value net new logo opportunities. To achieve this, you will bring Dropbox’s product capabilities and value to potential clients, gain insight into their business challenges and goals, and help them find new and enlightened ways to collaborate and operate their business. The successful candidate has experience building relationships with executive-level contacts, co-selling with channel partners, and is adaptable to changing or ambiguous environments. You must be highly results-driven, customer-focused, business savvy, and innovative at building internal and external relationships to help our clients transform their businesses!

Responsibilities

• Identify, develop and scale out a territory-specific account acquisition strategy to close new business opportunities by creatively breaking into net new logo accounts, prospecting into multiple lines of business, and being a visionary to help prospects craft their digital transformation (hunting 100% white space accounts)
• Demonstrate expertise in building business cases that clearly show value and differentiation at all levels of your customer’s organization
• Build strong relationships with local channel partners to collaboratively work with key personas within their accounts and identify opportunities for Dropbox AI products.
• Mobilize and collaborate with a broad account team to create visibility with target accounts, drive engagement of target prospects at both the individual contributor and executive level, and move these accounts through the sales process
• Constantly generate pipeline through ever-evolving techniques, tools, product demonstrations, field marketing initiatives, trade shows, and top-tier channel partners.
• Construct, forecast, and manage your sales activity and pipeline to meet revenue targets and company goals
• Drive revenue by identifying and closing a list of named accounts

Requirements

• 6+ years experience in sales with a track record of hunting into and closing strategic/complex enterprise software deals with accounts with 300+ employees
• Curiosity to learn, explain and demonstrate a highly complex product 
• Consistent track record of over-achievement, net new logo accomplishments, and a experience working with multiple teammates including SAs, BDRs, PMs, Partners, Executives and Channel partners. 
• A hunter's mindset focused on excellence in pipeline generation and opportunity progression, including diligent planning and preparation. Strong prospecting, discovery, negotiation, and closing skills are your specialty.
• Excellent collaboration skills and the ability to build long-lasting relationships across your team and the company
• Ability to travel for marketing events and meeting partners and customers
• An ‘in the field’ mentality leading you to meet customers & prospects face to face wherever possible and capable of working in a Virtual First environment 

Preferred Qualifications

• BA or BS degree or equivalent experience
• General knowledge of generative AI and search infrastructure
• Preferred: Experience hunting and work with accounts with 1000+ employees