Greenhouse ·
full-timeSenior Account Executive - LATAM
Dropbox · Remote - US: Select locations
Dropbox provides cloud storage, file sharing and collaboration services used by individuals and businesses worldwide. The Senior Account Executive for the LATAM region will be responsible for the complete sales cycle, from prospecting and pipeline creation to closing deals with both new and existing customers. The role involves identifying new use cases, engaging executive stakeholders, and working with global channel partners to generate opportunities. Daily activities include outbound prospecting, account mapping, conducting discovery calls, applying qualification frameworks such as MEDDICC or SPICED, and articulating business outcomes rather than product features. The executive will also feed market insights back to product and GTM teams, help refine ideal‑customer profiles and messaging, and maintain accurate forecasts in Salesforce. The position suits candidates with six or more years of B2B SaaS sales experience, preferably in early‑stage or evolving GTM environments, who have a proven record of meeting revenue targets, fluency in Portuguese, Spanish and English, and experience selling to mid‑market and enterprise customers in the LATAM territory. Strong self‑direction, adaptability to ambiguity and collaborative skills are essential.
Role Description As an 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 Portug ue se, Spanish, and English fluency essential Experience working the LATAM territory 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 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 Channel experience or working with Channel Partners 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: U nderstand yourself and others . Judgment: E valuat e information and mak e decisions in complex situations . Adaptability: L earn, adjust, and stay effective through change . Connection: C ommunicat e , collaborat e , 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 US Zone 2 $187,900 — $254,100 USD US Zone 3 $166,900 — $225,900 USD
| Role | Senior Account Executive - LATAM |
|---|---|
| Company | Dropbox |
| Location | Remote - US: Select locations |
| Compensation | Not disclosed |
| Posted | 2026-09-08 |
| Deadline | Rolling |
Typical process for this type of role
A general guide — the exact steps for this specific listing may vary; check the original posting for details.
- 1ApplicationSubmit your resume through the apply link.
- 2ScreeningRecruiter reviews your background against the role.
- 3AssessmentA technical test, assignment, or coding round, depending on the role.
- 4Interview(s)One or more rounds with the hiring team.
- 5OfferOffer letter with compensation and start date.
Before you apply
0/4More at Dropbox
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