Role Description

We are seeking a Sr. Solutions Consultant (Pre-Sales) with deep expertise in Artificial Intelligence (AI)—including LLMs, RAG, Machine Learning, and Generative AI—as well as a strong foundation in Security and Compliance. This individual will serve as a trusted technical advisor to prospective customers, partnering with Sales to uncover business challenges, design tailored solutions, and lead the execution of technical evaluations including Proof of Concepts (POCs).

This is a high-impact, customer-facing role requiring a strategic mindset, a strong technical foundation, and a relentless commitment to customer success. The ideal candidate excels in fast-paced environments, communicates complex technical topics with clarity, and consistently builds credibility across stakeholders ranging from engineers to executive leaders.

Responsibilities

• Partner closely with Account Executives to support the full sales cycle from discovery to technical close.
• Conduct in-depth discovery sessions to uncover customer pain points and align technical solutions to business outcomes.
• Deliver tailored presentations, demos, and workshops to articulate the value of AI/ML and security-compliant solutions.
• Design and manage POCs and technical pilots, ensuring alignment with customer success criteria and measurable outcomes.
• Act as a subject matter expert on AI concepts (LLMs, RAG, ML, Gen AI), Security, and Compliance best practices.
• Translate complex technical requirements into simple, business-oriented value propositions.
• Collaborate cross-functionally with Product, Engineering, and Customer Success teams to provide feedback and influence roadmap.
• Maintain up-to-date knowledge of emerging trends in AI, data governance, and cybersecurity.
• Represent the company at industry events, webinars, and conferences as needed.

Requirements

• 6+ years in a pre-sales, solutions consulting, sales engineering, or equivalent customer-facing technical role.
• Deep knowledge of AI and ML technologies including large language models (LLMs), retrieval augmented generation (RAG), supervised/unsupervised learning, and GenAI tools/frameworks.
• Strong technical foundation in security, compliance frameworks (e.g., SOC 2, ISO 27001, HIPAA), and enterprise data governance.
• Proven experience managing and delivering successful POCs and technical pilots.
• Strong project management skills with the ability to handle multiple engagements concurrently.
• Excellent communication and presentation skills, able to influence both technical and executive stakeholders.
• Demonstrated ability to think strategically, drive outcomes, and build customer trust.
• Proficiency in tools such as Python, Postman, API clients, cloud platforms (AWS, GCP, or Azure) is a plus.
• Ability to travel as required to support customer meetings and events - up to 20%.

Preferred Qualifications

• Bachelor's or Master's degree in Computer Science, Engineering, or a related technical field.
• Hands-on experience with GenAI platforms (e.g., OpenAI, Anthropic, Hugging Face, LangChain).
• Certifications in security/compliance (e.g., CISSP, CISA, CIPP) or cloud platforms (AWS Solutions Architect, GCP Cloud Engineer).
• Experience selling or implementing SaaS or cloud-native enterprise solutions.
• Background in working with highly regulated industries (e.g., finance, healthcare, government).
• Familiarity with project management methodologies (Agile, Scrum) and tools (Jira, Asana, etc.).

Compensation

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.

Dropbox is an equal opportunity employer. We are a welcoming place for everyone, and we do our best to make sure all people feel supported and connected at work. A big part of that effort is our support for members and allies of internal groups like Asians at Dropbox, BlackDropboxers, enABLE, TODOS (Latinx), Pridebox (LGBTQ), Vets at Dropbox, and Women at Dropbox.