Account Executive - Reclaim.ai
DocSend
Dropbox is a Virtual First company. For this role, we are currently only authorized to hire candidates from the following provinces: Alberta, British Columbia, Ontario, and Saskatchewan.
Role Description
As an Account Executive for Reclaim.ai, you will take ownership of an assigned territory focused on bringing in our highest value net new logo opportunities. To achieve this, you will bring Reclaim.ai’s product capabilities and value to potential clients, gain insight into their business challenges and goals, and help them find new and enlightened ways to collaborate and operate their business. The successful candidate has experience building relationships with mid-level and executive-level contacts and is adaptable to changing or ambiguous environments. You must be highly results-driven, customer-focused, business savvy, and innovative at building internal and external relationships to help our clients transform their businesses!
Responsibilities
- Develop and scale out a targeted account acquisition strategy to close new business opportunities by creatively breaking into net new logo accounts, prospecting into multiple lines of business, and being a visionary to help prospects craft their digital transformation. A mix of new and existing Reclaim.ai accounts.
- Building relationships with key decision makers, understanding customer needs, delivering sales presentations, negotiating contracts, and closing deals.
- Collaborate with internal teams such as marketing, product, and customer success to ensure customer satisfaction for their customer lifecycle.
- Mobilize and collaborate across account teams to create visibility with target accounts, drive engagement of target prospects at both the individual contributor and executive level, and move these accounts through the sales process.
- Construct, forecast, and manage your sales activity and pipeline to meet revenue targets.
- Provide accurate and timely sales forecasts to management.
- Constantly generate pipeline through ever-evolving techniques, tools, and product demonstrations.
Requirements
- 4+ years experience in B2B software sales with a track record of hunting into and closing strategic/complex deals
- Experience targeting and closing net-new logos
- Experience managing key customer relationships and closing strategic sales opportunities
- Curiosity to learn, explain and demonstrate a highly complex product
- Consistent track record of over-achievement and net new logo accomplishments
- A hunter's mindset focused on excellence in pipeline generation and opportunity progression, including diligent planning and preparation. Strong discovery, negotiation, and closing skills are your specialty
- Contribute to the overall team culture in a positive, impactful way
- Excellent collaboration skills and the ability to build long-lasting relationships across your team and the company
- Ability to travel for marketing events and meeting partners and customers as necessary
- Extensive experience utilizing a CRM to managed account opportunities and correlate key performance metrics
Preferred Qualifications
- Self Starter and ability to navigate ambiguity - Resilience
- Ready to roll up their sleeves, and do whatever it takes
- Ability to operate in an environment without a fully built out Sales process
- Ability to engage without pre-Sales support
- Hunter mindset - Net new sales ability
- Proven history of over achieving sales goals by generating and closing net new pipeline through outbound activities
- Strong prospecting, discovery, negotiation and closing skills
- Relationship building and strong collaboration skills
- Works with Marketing and CS create new business pipeline
- Consultative
- Ability to quickly ramp up on Reclaim product capability and to delivery high quality demos
Compensation
The range listed above is the expected annual salary/OTE for this role, subject to change.
Salary/OTE is just one component of Dropbox’s total rewards package. All regular employees are also eligible for the corporate bonus program or a sales incentive (target included in OTE) as well as stock in the form of Restricted Stock Units (RSUs).
Company Description
Dropbox isn’t just a workplace—it’s a living lab for more enlightened ways of working. We're a global community of bold visionaries and resourceful doers who are shaping the future of Dropbox—and with it the future of work. Our Virtual First model combines the autonomy of a distributed workplace with the power of human connection, making space for both meaningful work and meaningful relationships. With our start-up mindset and enterprise-level opportunities, you can be who you are and grow into who you’re meant to be. Here, you can own your impact to make work more intuitive, joyful, and human—for you as a Dropboxer and for hundreds of millions of people worldwide. If you're ready to push boundaries—and yourself— Dropbox is ready for you.
Team Description
The Dropbox Sales and Channel Team brings the power of enlightened work to organizations worldwide. We develop relationships that transform how companies collaborate and stories that shape how they see Dropbox. We don’t just sell products—we create partnerships that help companies leverage Dropbox Business to ignite new ways of working. From crafting sales strategies to analyzing business performance, we work with senior leaders to develop insights, identify opportunities, and do the planning and execution necessary to drive growth. If you're excited about creating partnerships inside the organization and out, join the Sales team. Areas of work include Sales Enablement, Sales Analytics, Customer Success, Account Management, Business Development, Channel Partnerships, Enterprise Sales, and Sales Operations.
Benefits
Dropbox is committed to investing in the holistic health and wellbeing of all Dropboxers and their families. Our benefits and perks programs include, but are not limited to:
- Flexible PTO/Paid Time Off, paid holidays, Volunteer Time Off, and more, allowing you time to unplug, unwind, and refresh
- Perks Allowance to be used on what matters most to you, whether that’s wellness, learning and development, food and groceries, and much more
- Mental health and wellness benefits
- Monthly Internet Allowance
- Intern Social Stipend
- Annual Emerging Talent Summit, travel and hotel accommodations provided
Additional benefits details are available upon request.
*Where group plans are not available, allowances may be provided
**Benefit, amount, and type are dependent on geographical location, based upon applicable law or company policy
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