Senior Account Executive - LATAM
At a glance
Senior Account Executive role at Dropbox. Remote, United States · full-time.
In listing
Growth Roles summary, based on the employer's posting.
What you'll do
- Run the LATAM sales process from creating pipeline through closing new and expansion business
- Prospect across teams, departments, and executive contacts using outbound work, events, account mapping, and partners
- Use discovery, qualification, and value-selling methods to connect customer problems with Dropbox outcomes
- Build urgency, align decision-makers, and keep complex deals moving with defined next steps
- Feed customer insights into ICP, messaging, use cases, and broader go-to-market decisions
What you bring
- At least six years selling B2B SaaS, including experience in changing or early-stage sales environments
- Fluency in Portuguese, Spanish, and English, plus hands-on experience covering LATAM
- A record of building pipeline, closing mid-market and enterprise deals, and meeting or exceeding targets
- Experience with channel partners, MEDDICC or SPICED-style qualification, and value-selling approaches
- Working knowledge of Salesforce or a comparable CRM for forecasting and pipeline management
Who this fits
You’ll suit a senior seller who can create structure in an evolving market, manage complex executive deals, and act without a fully defined playbook. The role is remote from eligible United States locations and covers LATAM. Travel is required domestically and internationally, averaging two to four trips per quarter, including one international trip per quarter.
From the employer
Role Description
As an Senior Account Executive for LATAM, you will play a key role in helping Dropbox evolve how we go to market. 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 creation through close within your LATAM territory
- Build pipeline from scratch by prospecting into new teams, departments, and executive stakeholders
- Partner with our global channel partners to help drive in market opportunities when needed
- Expand beyond existing motions to uncover new use cases and opportunities
- Consistently generate pipeline through outbound efforts, account mapping, events, and partner collaboration
- Forecast accurately and manage pipeline to consistently meet or exceed revenue targets
- Lead strong discovery to uncover customer challenges, priorities, and desired outcomes
- Apply structured qualification and value-selling frameworks (e.g., MEDDICC, SPICED) to advance deals
- Clearly articulate business impact and position Dropbox solutions around outcomes, not features
- Drive deal momentum by building urgency, aligning stakeholders, and establishing clear next steps
- Contribute to evolving GTM strategy by refining ICP, messaging, and use cases
- Collaborate cross-functionally and bring insights from the field to influence Product and GTM
Requirements
- 6+ years of B2B SaaS sales experience, ideally including time in early-stage, new product, or evolving GTM environments
- Portuguese, Spanish, and English fluency essential
- Experience working the LATAM territory
- Channel experience or working with Channel Partners
- Proven ability to generate pipeline and close deals in ambiguous or evolving markets
- Strong experience with qualification frameworks such as MEDDICC, SPICED, or similar
- Demonstrated use of value selling methodologies such as Command of the Message or equivalent
- Experience selling to mid-market and enterprise customers, including executive stakeholders
- Consistent track record of meeting or exceeding sales targets
- High ownership mentality - you take initiative and move things forward without waiting for direction
- Thrive in ambiguity and are comfortable operating without a fully defined playbook
- Curious and business-oriented, with the ability to connect customer problems to solutions
- Resourceful and adaptable - you figure things out and adjust quickly
- Strong collaborator who contributes positively to team culture
- Experience using Salesforce or similar CRM tools to manage pipeline and forecast
- Strong organizational skills and ability to manage multiple complex deals
- Ability to travel domestically and internationally (2 to 4 per quarter on average, including 1 international trip per quarter)
Preferred Qualifications
- Experience selling a new or emerging product within an existing portfolio
- Experience working in high-change or transformation environments
- BA/BS degree or equivalent experience
- General familiarity with AI or productivity tools
- Global market experience
Durable Skills
AI fluency means using these tools to amplify human judgment, not replace it. We believe people with these skills will thrive as work and technology continue to evolve:
- Awareness: Understand yourself and others.
- Judgment: Evaluate information and make decisions in complex situations.
- Adaptability: Learn, adjust, and stay effective through change.
- Connection: Communicate, collaborate, and build trust.
To learn more about why these skills matter and what the data shows about thriving through change, read this blog post from our Chief People Officer, Melanie Rosenwasser.
Compensation
US Zone 1
This role is not available in Zone 1
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