Company description
Dropbox is a leading global collaboration platform that`s transforming the way people work together, from the smallest business to the largest enterpriseWith more than 500 million registered users across more than 180 countries, our mission is to design a more enlightened way of workingFrom 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 scaleThe sales strategy team develops insights to assess business performance, and leads initiatives to identify new sources of growthWe 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 account representative team is responsible for driving net new business as well as growth within existing accounts by prospecting into accounts, developing trusted relationships with customers, and maximizing up- and cross-sell opportunities.
We are looking for collaborative and highly engaged sales leader to help our account representative team drive new arr growth across a set of new and existing customers.
If you are a strong leader, have an ownership mindset and enjoy building and growing sales teams then this role is for you.
Responsibilities
Leadership capabilities
Manage and grow a team of account representatives in all phases of the selling process to achieve agreed-upon financial targets and performance metrics
Support the team with c-level interactions and managing the end-to-end customer relationship
Foster a culture of progressive personal development and mentoring dropbox’s future sales leaders
Develop and implement best practices to maximize customer acquisition, satisfaction, forecasting accuracy, and cross-functional collaboration
Sales acumen
Own, drive and manage the end-to-end customer relationship – ensuring customer acquisition, renewal and upsell/cross sell of the entire dbx solution set
Accurately maintain forecast of your territoryEnsure and communicate any retention risk to internal resources in order to develop resolution strategies
Ensure customer satisfaction and delight though alignment to leverage dbx solutions to solve/support customer business priorities.
Business/commercial/account management
Establish multiple customer touch points by mapping and engaging key stakeholders across the customer org
Lead proactive discovery conversations to uncover new opportunities within existing accounts and ensure the dropbox multiproduct offering reaches the key stakeholders
Partner with our technical solutions specialists to develop account plans and strategies to drive revenue growth and market share within these accounts
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
Enable the team to deliver impactful product demos, provide insightful technical answers, and recommend creative ways to get the most out of dropbox business
Support and drive customer understanding of and appreciation for the dropbox product roadmap
Be the voice and champion of the customer to the product team and other cross functional organizations.
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
5+ years of sales experience in saas account management, with 2 years of leadership experience ( external candidates )
Consultative selling experience in acquiring net new accounts and growing existing ones
Strong track record of meeting sales objectives such as quota and productivity requirements
Customer oriented, problem solving & analytical mindset
Ability to identify, develop, grow talent
Commercial acumen
Collaborative and highly engaged approach
Working knowledge of ms office suite (word, excel, and powerpoint)
Experience with salesforce or other crm
Experience with outreach, gong, and other sales prospecting and enablement tools a plus
Bachelors degree or equivalent required
Excitement to work in a virtual first environment
Dropbox is an equal opportunity employerWe are a welcoming place for everyone, and we do our best to make sure all people feel supported and connected at workA 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).
Benefits and perks
Generous company paid individual medical, dental, & vision insurance coverage
401k + company match
Market competitive total compensation package
Free dropbox space for your friends and family
Wellness reimbursement
Generous vacation policy
11 company paid holidays
Volunteer time off
Company sponsored tech talks (technology and other relevant professional topics)
Hiring insights
Job activity
Posted 3 days ago
