Sales Manager, Emerging AI Products

Company Description

Dropbox is a special place where we are all seeking to fulfill our mission to design a more enlightened way of working. We’re looking for innovative talent to join us on our journey. The words shared by our founders at the start of Dropbox still ring true today. Wouldn’t it be great if our working environment—and the tools we use—were designed with people’s actual needs in mind? Imagine if every minute at work were well spent—if we could focus and spend our time on the things that matter. This is possible, and Dropbox is connecting the dots. The nearly 3,000 Dropboxers around the world have helped make Dropbox a living workspace - the place where people come together and their ideas come to life. Our 700+ million global users have been some of our best salespeople, and they have helped us acquire customers with incredible efficiency. As a result, we reached a billion dollar revenue run rate faster than any software-as-a-service company in history. Dropbox is making the dream of a fulfilling and seamless work life a reality. We hope you’ll join us on the journey.

Team Description

Our Sales and Channel teams share Dropbox Business with companies around the world, helping them understand the power Dropbox has to offer teams at scale. The Sales Strategy team develops insights to assess business performance, and leads initiatives to identify new sources of growth. We work closely with senior sales leaders to develop shared goals, and do the planning and execution necessary to make those goals a reality.

Role Description

The newly formed Emerging Product team is responsible for driving net new business in a new product being brought to market. We are looking for collaborative and highly engaged sales leader in the SF Bay Area to help build our team from the ground up and drive exponential new ARR growth. If you are a strong leader, have an ownership mindset and enjoy building and growing sales teams - this role is for you. 

Responsibilities

Leadership Capabilities

• Manage and grow a team of Enterprise Account Executives in all phases of the selling process to achieve agreed-upon financial targets and performance metrics
• Support the team with C-level interactions (CTO, CIO, Functional C Suite) and managing the end-to-end customer relationship
• Foster a culture of progressive personal development and mentoring Dropbox’s future sales leaders
• Develop and implement best practices to maximize customer acquisition, satisfaction, forecasting accuracy, and cross-functional collaboration

Sales Acumen

• Build and establish an enterprise sales motion in an incubation model with the intent to scale globally
• Work hand in hand with our product development team to ensure product market fit and enterprise viability
• Accurately maintain pipeline and forecast. Ensure and communicate any risk to internal resources in order to develop resolution strategies
• Ensure customer satisfaction and delight though alignment to leverage solutions to solve/support customer business priorities

Business/Commercial/Account Management

•  Establish multiple customer touch points by mapping and engaging key stakeholders across the customer org 
•  Lead proactive discovery conversations to uncover new opportunities within existing accounts and also look to acquire net new customers in a new market segment
•  Partner with our Technical Solutions Specialists to develop account plans and strategies to drive and scale revenue growth and market share within these accounts 
•  Delight every Dropbox customer with each interaction and play a key role in developing the market reputation of Dropbox as we scale and evolve our product to meet business customers’ needs

Product/Technical

• Enable the team to deliver impactful product demos, provide insightful technical answers, and recommend creative ways to get the most out of Dropbox Business 
• Support and drive customer understanding of and appreciation for the Dropbox product roadmap 
• Be the voice and champion of the customer to the product team and other cross functional organizations. 

General

• Make every potential customer happy with every interaction, regardless of deal size or likelihood of close 
• Develop a thorough understanding of Dropbox products and solutions
• Manage, track, and report sales activities and results using Salesforce

Requirements

• 5+ years of sales experience in SaaS sales, with 2 years of leadership experience 
• Located in the SF Bay Area
• Experience growing a company from $0 to $5M ARR and beyond
• Experience as a player/coach as well as building a team from scratch
• Consultative selling experience in acquiring net new accounts
• Strong track record of meeting sales objectives such as quota and productivity requirements
• Customer oriented, problem solving & analytical mindset 
• Ability to identify, develop, grow talent
• Commercial acumen
• Collaborative and highly engaged approach 
• Working knowledge of MS Office Suite (Word, Excel, and PowerPoint)
• Experience with Salesforce or other CRM
• Experience with Outreach, Gong, and other sales prospecting and enablement tools a plus
• Bachelors Degree or equivalent required

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, Latinx, Pridebox (LGBTQ), Vets at Dropbox, Women at Dropbox, ATX Diversity (based in Austin, Texas) and the Dropbox Empowerment Network (based in Dublin, Ireland).