About the role
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
US Zone 2
$187,900—$254,100 USD
US Zone 3
$166,900—$225,900 USD