Enterprise Business Development Representative - Dropbox
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What you'll do
- Prospect into select target enterprise accounts to identify new & cross-sell opportunities for DBX Platform solutions ( initial focus Object Storage)
- Collaborate with solution-focused Sales team ( i.e. Stuart Wachs) to develop account-specific engagement strategies, workflow hypotheses, and messaging
- Research account structure, business priorities, and buying centers to build targeted outreach plans.
- Develop and execute multi-touch outbound sequences across email, phone, and social channels.
- Qualify interest, business need , timing, and stakeholder fit before passing opportunities to sales team.
- Partner closely with sales, customer success, marketing, and product teams to align outreach with account strategy.
- Maintain accurate pipeline hygiene, activity tracking, and account notes in CRM.
- Use insights from customer usage, recent business events, and account changes to prioritize outreach.
- Test and refine messaging, segmentation, and outreach tactics to improve conversion rates.
- Represent Dropbox with a consultative, credible, and value-focused approach.
What they're looking for
- 3+ years of experience in customer-facing roles ( e.g. customer support, customer success, inside sales, sales, etc.)
- 2+ years or experience in SaaS business development, outbound prospecting, or sales development.
- Proven success selling into complex organizations and multi-stakeholder environments.
- Strong written and verbal communication skills .
- Experience identifying whitespace and expansion opportunities within current customers.
- Comfortable using CRM, sequencing tools, and sales intelligence platforms.
- Ability to work collaboratively across sales and customer-facing teams.
- Strong account research, messaging, and objection-handling skills.
Nice to have
- Experience in cloud infrastructure, developer tools, AI/ML, data platforms, storage, security, or another technical category preferred
- Knowledge of consultative discovery techniques is a plus.
- Experience working from account plans or territory plans.
- Ability to analyze customer signals and translate them into outreach priorities.
Summarised by NextRaise from the employer’s description, which follows in full below.
Full description from employer
If you are a current employee who is interested in applying to this position, please navigate to the internal Careers site to apply.
About MarketStar:
In everything we do, we believe in creating growth, for our clients, our employees, and our community. For the past 35+ years, we have been generating revenue for the most innovative tech companies across the globe through our outsourced B2B demand, sales, customer success, and revenue operations solutions. We are passionate about cultivating career advancements for our people, and support them through mentorship, leadership, and career-development programs. We provide service and support to our communities through the MarketStar Foundation.
Our exceptional team is the cornerstone of MarketStar's accomplishments. We are proud of our award-winning workplace culture and to be named a top employer in our industry. These achievements are a testament to our six core values, embraced by our 3,000+ employees worldwide. From our headquarters in Utah, USA, to our global offices in India, Ireland, Bulgaria, Mexico, the Philippines, and Australia, we all work together to drive innovation and success.
We are excited to have you apply to join our MarketStar team and can’t wait to discuss how we can help you find growth!
About the Enterprise Business Development Representative:
MarketStar is seeking an Enterprise Business Development Representative (BDR) to support our Dropbox team. As a BDR, you will be responsible for driving outbound prospecting into select target enterprise accounts to uncover and create new & cross-sell opportunities for DBX Platform solutions (i.e. Object Storage). This role focuses on identifying growth potential within the target enterprise accounts, engaging key stakeholders, and generating qualified opportunities that support account expansion and revenue growth. Your primary goal will be to build a consistent outbound pipeline by proactively targeting existing accounts, mapping stakeholders, and starting strategic conversations that uncover unmet needs, product adoption gaps, and expansion opportunities.
Location: Utah Remote
What Will You Do?
Prospect into select target enterprise accounts to identify new & cross-sell opportunities for DBX Platform solutions (initial focus Object Storage)
Collaborate with solution-focused Sales team (i.e. Stuart Wachs) to develop account-specific engagement strategies, workflow hypotheses, and messaging
Research account structure, business priorities, and buying centers to build targeted outreach plans.
Develop and execute multi-touch outbound sequences across email, phone, and social channels.
Qualify interest, business need, timing, and stakeholder fit before passing opportunities to sales team.
Partner closely with sales, customer success, marketing, and product teams to align outreach with account strategy.
Maintain accurate pipeline hygiene, activity tracking, and account notes in CRM.
Use insights from customer usage, recent business events, and account changes to prioritize outreach.
Test and refine messaging, segmentation, and outreach tactics to improve conversion rates.
Represent Dropbox with a consultative, credible, and value-focused approach.
What Will You Need to Succeed?
3+ years of experience in customer-facing roles (e.g. customer support, customer success, inside sales, sales, etc.)
2+ years or experience in SaaS business development, outbound prospecting, or sales development.
Proven success selling into complex organizations and multi-stakeholder environments.
Strong written and verbal communication skills.
Experience identifying whitespace and expansion opportunities within current customers.
Comfortable using CRM, sequencing tools, and sales intelligence platforms.
Ability to work collaboratively across sales and customer-facing teams.
Strong account research, messaging, and objection-handling skills.
Experience in cloud infrastructure, developer tools, AI/ML, data platforms, storage, security, or another technical category preferred
Knowledge of consultative discovery techniques is a plus.
Experience working from account plans or territory plans.
Ability to analyze customer signals and translate them into outreach priorities.
What We Offer:
In our commitment to our “We Care” value, we believe in providing employees with valuable mental and physical well-being benefits including:
Structured learning and career development programs
Mental health program
Generous Paid Time Off policy
Paid medical leave
Child/Dependent care reimbursement
Education reimbursement
401k match, hardship loan program, access to financial wellness advisor
Comprehensive healthcare coverage including medical, dental, and vision
MarketStar is firmly committed to Equal Employment Opportunity (EEO) and to compliance with all federal, state, and local laws that prohibit employment discrimination. Reasonable accommodations are available on request for candidates taking part in all aspects of the selection process. If you are an individual who identifies as someone with a disability and require reasonable accommodation(s) to complete any part of the job application process, please contact us at people.success@marketstar.com for assistance.
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