Cloud Computing, Software, Productivity, SaaS

Senior Account Executive - LATAM

RemoteRemoteFull TimeSenior$187,900–$254,100 /yrPosted 2 months ago

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Required skills

LATAM
B2B SaaS sales
pipeline creation
prospecting
new use cases
buying centers
outbound efforts
account mapping
partner collaboration
revenue targets

Nice to have

early-stage
new product
evolving GTM
evolving markets
new or emerging product
high-change environments

Role summary

Dropbox is seeking a Senior Account Executive for LATAM to drive go-to-market evolution. This role focuses on building and scaling sales across new use cases and customer segments within both existing and new customer bases. You will navigate ambiguity to identify customer needs and drive repeatable success, impacting the growth of new products. Responsibilities include owning the full sales cycle, building pipeline through prospecting and partner collaboration, accurately forecasting revenue, and applying value-selling frameworks like MEDDICC or SPICED. The role requires strong collaboration with Product and GTM teams, influencing strategy with field insights. Fluency in Portuguese, Spanish, and English is essential, along with 6+ years of B2B SaaS sales experience in LATAM.

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 USDUS Zone 3$166,900—$225,900 USD

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