Is Dropbox fully remote, or will I ever need to go to an office?

Remote is the primary way of working, but Dropbox keeps on-demand Studios and workspaces you can use at no cost, and teams typically gather in person for offsites of 2 to 3 days per quarter, with roughly 5 to 10% travel being typical. In-person time is intentional and community-focused rather than a return-to-office requirement.

What does async by default look like day to day?

You work a nonlinear schedule of your own design, anchored by core collaboration hours that overlap across time zones, and written asynchronous communication is preferred over meetings to protect focus time. Dropbox also publishes free 4-week courses on its careers site teaching best practices for thriving in distributed work.

How does Dropbox set pay for remote roles?

Pay is geo-based: salary ranges are published in job postings, segmented into three US zones plus country-level ranges for Canada, Poland, and Mexico. The zip code of your remote work location determines which metropolitan pay range applies.

Which benefits stand out for remote employees?

Highlights include a 401(k) match of dollar for dollar up to $6,000 per calendar year, which Dropbox states in its SEC filings, plus a quarterly perks allowance usable for childcare, wellness, ergonomics, and learning. There is also a cell phone and internet allowance, access to the Peloton Corporate Wellness Program, and paid parental and family leave with adoption and surrogacy support. Dropbox publishes an amount for the 401(k) match only, and says further benefit details are available on request.

Do employees actually like the Virtual First model?

Recent internal surveys on the careers site report that 87% of employees are happy with the current balance of in-person and virtual experiences and 90% feel they have colleagues they can trust. It suits people who value autonomy, strong written communication, and deliberate rather than constant in-person contact.

Business Development Representative - Japan

Dropbox

Remote

Job Description

Role Description

As a Business Development Representative for Japan, you will support Dropbox’s Japan Sales organization by generating qualified pipeline, engaging target accounts, and helping Account Executives create new enterprise opportunities across Dropbox Business Enterprise, Dropbox Protect and AI solutions.

You will play a crucial role in areas such as outbound prospecting, account research, stakeholder mapping, inbound qualification, event follow-up, and partner-supported pipeline generation. You will work closely with Account Executives to identify relevant business challenges, engage the right personas, and create clear handoffs that help move qualified opportunities into the sales cycle.

This role is ideal for someone who is curious, resilient, highly organized, and motivated by creating opportunity. You will gain exposure to enterprise sales cycles, AI-enabled workplace transformation, content collaboration, security and governance conversations, and senior sales stakeholders. This is a strong development opportunity for someone looking to grow into a future Account Executive role.

Responsibilities

Generate qualified pipeline for Japan Account Executives through outbound prospecting, account research, personalized email, phone outreach, social selling, events, and partner motions.
Follow up promptly with attendees from Dropbox-hosted seminars, webinars and other events while their interest is still fresh improving conversion from MQLs to sales-qualified opportunities.
Identify and engage new buying centers within target and existing accounts, including IT, Security, Compliance, Operations, Procurement, and Line-of-Business stakeholders.
Research target accounts to understand business priorities, trigger events, pain points, and relevant Dropbox use cases across Dropbox Business Enterprise, Dash, and Replay.
Partner with Account Executives to build account maps, prioritize outreach, support territory planning, and create multi-threaded engagement strategies.
Conduct initial discovery with prospects to understand collaboration, content management, security, governance, AI, and workflow challenges.
Qualify opportunities based on business pain, stakeholder fit, urgency, timing, use case, and potential revenue impact, then create clear handoffs to Account Executives.
Maintain accurate account, contact, activity, and opportunity data in Salesforce or equivalent CRM, while sharing customer insights, objections, and market feedback with cross-functional teams.

Requirements

3+ years of B2B sales, business development, sales development, lead generation in a SaaS, technology, or a consultative sales environment.
Demonstrated ability to generate interest through outbound prospecting, including personalized email, phone outreach, social selling, events, or account-based campaigns.
Strong written and verbal communication skills, with the ability to tailor messaging to different customer personas, business priorities, and levels of seniority.
Strong curiosity and discovery skills, with the ability to ask thoughtful questions and connect customer challenges to potential Dropbox value.
High level of organization and follow-through, including accurate CRM hygiene, activity tracking, timely prospect follow-up, and clear AE handoffs.
Fluent Japanese is required. Business-level English fluency is preferred.
Bachelor's degree or equivalent practical experience.

Preferred Qualifications

Experience prospecting into mid-market or enterprise accounts in Japan.
Preferred industries of expertise: construction, media, technology
Experience engaging IT, Security, Compliance, Operations, Procurement, or Line-of-Business stakeholders.
Familiarity with SaaS, cloud collaboration, content management, productivity tools, or AI-enabled workplace solutions.
Experience supporting account-based sales motions, partner motions, field events, or executive engagement campaigns.
General understanding of enterprise software buying processes, including multi-stakeholder evaluation and procurement cycles.

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.

Benefits & Perks

Health & Wellness

Health Insurance

Dropbox provides medical coverage through Anthem (PPO or HSA) or Kaiser HMO (CA and HI only) for employees and their families.

Dental Insurance

Dental coverage is provided through Guardian Dental for employees and dependents.

Vision Insurance

Dropbox provides vision coverage as part of its medical, dental, and vision benefits.

Mental Health Benefits

Mental health support is provided through Modern Health, which offers coaching and therapy for employees.

Life Insurance

Dropbox provides life insurance with AD&D coverage included.

Disability Insurance

Disability coverage is included in the benefits package.

Flexible Spending Account (FSA)

Pre-tax flexible spending accounts are available for healthcare and dependent care expenses.

Health Savings Account (HSA)

A health savings account is available to employees.

Pet Insurance

Dropbox offers pet insurance coverage for employee pets.

Gender Affirming Care

Health coverage includes transgender healthcare benefits supporting gender-affirming treatments.

Fitness Stipend

Dropbox provides free access to the Peloton Corporate Wellness Program plus a gym and wellness reimbursement.

Wellness Programs

A quarterly perks allowance covers wellness, caregiver support, productivity, ergonomics, learning, and groceries.

Employee Assistance Program

Dropbox provides an Employee Assistance Program with confidential counseling and support resources.

Financial

401(k) / Retirement Plan

Dropbox offers a 401(k) retirement plan with a Mega Backdoor Roth after-tax contribution option.

401(k) Match

Dropbox matches employee 401(k) contributions dollar for dollar, up to $6,000 per calendar year.

Equity / RSUs

All regular employees receive Restricted Stock Units (RSUs) that vest over 4 years, quarterly at 6.25% per quarter, with no traditional 1-year cliff.

Performance Bonus

Time Off

Unlimited PTO

Dropbox offers an unlimited PTO policy for vacation and personal time.

Unlimited Sick Days

Dropbox provides unlimited sick leave separate from vacation PTO.

Paid Holidays

Dropbox provides paid holidays in addition to PTO.

Military Leave

Dropbox provides dedicated paid military leave for employees serving in the armed forces.

Remote & Equipment

Company Equipment

Dropbox provides a custom work station and company phone for employees.

Company Offsites / Retreats

Teams gather quarterly for in-person offsites lasting 2-3 days, supplemented by Dropbox Neighborhood community events and on-demand Studios for collaboration.

Coworking Allowance

Dropbox provides access to On-Demand workspaces and Studios at no cost to employees.

Family & Care

Parental Leave

Dropbox supports families with paid parental and family leave, assistance for adoption and surrogacy, and access to resources for both child and adult back-up care.

Adoption Leave

Dropbox provides adoption and surrogacy assistance alongside paid parental and family leave.

Fertility Benefits

Assistance for adoption and surrogacy for growing families.

Childcare Support

Access to back-up care for both children and adults, plus assistance for adoption and surrogacy.

Professional Growth

Learning & Development Budget

Dropbox provides a continuing education stipend, tuition reimbursement, online course subscriptions, Dropbox-sponsored tech talks, and Lunch and Learns; learning is also an eligible category under the quarterly perks allowance.

Mentorship Program

Dropbox runs a structured mentorship program for employees plus apprenticeship programs.

Defined Career Pathways

Dropbox publishes an Engineering Career Framework that defines expectations at each level and offers customized development tracks plus a promote-from-within practice.

Culture & Perks

Charity Matching

Dropbox matches employee charitable donations.

Employee Product Discount

Employees receive exclusive discounts with partnered companies and on Dropbox products.

Employee Resource Groups

Dropbox supports Employee Resource Groups (ERGs) and a Dropbox Neighborhood community program for connection across the global workforce.

Employee Recognition Awards

Dropbox runs a formal employee awards program to honor work and contributions, supported by quarterly engagement surveys.