Account Expansion Specialist

As the Account Growth Representative, you ll work within a set of the existing managed client base and alongside the Account Management team to identify and qualify opportunities for growth and expansion. An extension of the Account Management team, you ll deploy strategic and targeted outreach cadences aligned to broader account strategy plans aimed at increasing the long term value Dropbox can provide to our customers. This role will require you to use various strategies to uncover growth potential including cold calling, emailing, networking and employing research skills to develop expansion pipeline. The right candidate is adaptable to changing situations and priorities, thriving in a dynamic sales landscapes and ready to jump in to deliver quick impact.

Responsibilities
- Develop qualified sales opportunities within open or unmanaged books of business through extensive cold-calling activities and other outreach tactics.
- Uncover value-driven expansion potential through thoughtful discovery conversations and account mapping strategies with customers
- Be able to concisely and effectively communicate the Dropbox value proposition to a broad range of companies, industries and customer roles.
- Ensure a successful and seamless handoff process to the Account Manager
- Maintain high daily activity by creating targeted outreach cadences aimed at uncovering value grounded opportunities
- Ensure impeccable Salesforce hygiene to aid in hand-off, forecasting and tracking of activity efforts.
- Collaborate internally with sales and supporting teams to deliver feedback and solve customer pain points.
Requirements
- 1+ years of demonstrated ability selling or building pipeline for SaaS solutions
- Demonstrated success with prospecting activities, including the ability to apply industry knowledge and client market intelligence to secure an initial meetings.
- Experience contributing to account planning strategies to identify additional contacts, understand customer needs, and tailor sales approaches accordingly.
- Strong resilience to handle rejection, overcome obstacles, and maintain a positive attitude in a fast-paced sales environment.
- Possess a motivated, goal-oriented and tenacious personality with self-starter attributes to attain set forth goals and targets.
- Outstanding presentation and communication skills
- Organized with good time management skills
- The ability to learn quickly and work independently in a fast-paced environment
- Need to be available for work hours during Central Time Zone with strong internet connectivity.
Preferred Qualifications
- Certified in a sales methodology training. Experience with Winning by Design methodologies a plus
- Selling experience in growing and expanding within an existing account base.
- Familiarity with common sales tool stacks including Salesforce, Slack, ZoomInfo, LinkedIn Sales Navigator, Gong, etc.