Senior Account Executive - LATAM

Dropbox

7d•$166,900 - $254,100

About The Position

As a Senior Account Executive for LATAM, you will help Dropbox evolve its go-to-market approach. The role focuses on building and scaling sales across new use cases and buying centers, both within the existing customer base and with new customers. You will work through ambiguity to identify what resonates with customers, drives outcomes, and can become repeatable success. You will close business while helping shape the sales motion, messaging, and approach, with direct impact on the growth of Dropbox’s next generation of products and high visibility across GTM leadership.

Requirements

At least 6 years of B2B SaaS sales experience, ideally including early-stage, new product, or evolving GTM environments.
Fluency in Portuguese, Spanish, and English.
Experience working in the LATAM territory.
Channel experience or experience working with channel partners.
Demonstrated 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 and ability to take initiative without waiting for direction.
Comfort operating amid ambiguity without a fully defined playbook.
Curiosity and business orientation, with the ability to connect customer problems to solutions.
Resourcefulness and adaptability.
Strong collaboration skills and a positive contribution 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, averaging 2 to 4 trips per quarter, including 1 international trip per quarter.

Nice To Haves

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.

Responsibilities

Own the full sales cycle, from pipeline creation through close, within the LATAM territory.
Build pipeline from scratch by prospecting into new teams, departments, and executive stakeholders.
Partner with global channel partners to drive in-market opportunities when needed.
Uncover new use cases and opportunities beyond existing sales motions.
Generate pipeline through outbound efforts, account mapping, events, and partner collaboration.
Forecast accurately and manage pipeline to meet or exceed revenue targets.
Lead discovery to uncover customer challenges, priorities, and desired outcomes.
Use structured qualification and value-selling frameworks such as MEDDICC and SPICED to advance deals.
Articulate business impact and position Dropbox solutions around outcomes rather than features.
Build deal momentum by creating urgency, aligning stakeholders, and establishing clear next steps.
Contribute to GTM strategy by refining the ideal customer profile, messaging, and use cases.
Collaborate cross-functionally and share field insights to influence Product and GTM.