Account Representative

Role Description

The Account Representative team is responsible for acquiring new customers for the business by sourcing and closing high-complexity deals with a combination of inbound leads and new customer prospecting.

As an Account Representative your primary focus will be to qualify & close leads from multiple sources and maximize in-quarter new customer revenue within a book of business.You will be responsible for identifying and establishing relationships with key individuals in target organizations and helping them understand the value that Dropbox, HelloSign and DocSend can bring to their business.

Responsibilities

Sales Capability

• Manage the full-cycle sales with responsibility for generating pipeline and closing deals

• Drive conversion/closure of inbound leads, Marketing leads, and create unique deal pipeline via various outbound approaches

• Primary focus on the SMB and Mid- market space

Business/Commercial

• Working closely with prospects to identify where and how Dropbox can add most value to their organization leveraging the right combination of Dropbox, HelloSign and DocSend solutions

• Partner and collaborate cross-functionally within the broader Global Sales & Channel organization engaging key individuals across Solutions and Success teams to build out the very best propositions for our customers

• 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

• Deliver impactful product demos, provide insightful technical answers, and recommend creative ways to get the most out of Dropbox solutions

• Be the voice of the customer to the product team and other cross functional groups in Dropbox

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

• 3 year minimum sales experience

• Consistent track record of building pipeline and exceeding sales targets

• Strong prospecting, discovery, negotiation and closing skills

• Excellent collaboration skills and the ability to build long-lasting relationships across your team and the company

• Attested resilience in a fast-paced, challenging sales environment

• Knowledge of SaaS products and experience in proposing them in a complex and coordinated manner (recommended)

• Knowledge of Salesforce.com a plus

• Working knowledge of MS Office Suite (Word, Excel, and PowerPoint)

• BA or BS degree or equivalent experience

• Eligibility to work in Australia or New Zealand

• Capability to work in a Virtual First environment 

Preferred Qualifications

• Experience in closing deals with partner companies is a plus

• Previous SaaS closing experience

• Knowledge of current tools (Salesforce, Outreach, Discoverorg/Zoominfo, Linkedin…)

• Experience in technical solution selling: tailoring a technical solution and conveying the value to business decision makers through presentations or demos