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Remote - United Kingdom; Remote - Ireland

Director Growth & Emerging Markets, EMEA

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 Director Growth and Emerging Markets will lead the Dropbox EMEA Business sales for France, Iberia, Italy, MENA, and South Africa as well as growth countries in Eastern and Southern Europe.

This role is responsible for implementing and optimising the GTM strategy, developing and growing the sales organisation’s capability, and will ultimately carry the total Dropbox Business revenue and profitability targets for the region. 

Dropbox’ business in the region is predominantly Channel Sell-Through, so a strong background in developing high-growth net new and expansion opportunities while ensuring high retention rates through an indirect sales model is critical to the role. The position offers an experienced SaaS sales leader the opportunity to take ownership for and scale an existing business with a strong multi-product offering and advance Dropbox’ proposition into AI-led collaboration tools. 

Working with all cross-functional stakeholders, e.g. Marketing, HR, Services, Strategy and Finance is critical to the success of the role, supporting their high-performing team and ensuring efficient lead flow, a customer-centric product/market fit and productive and profitable expansion across all of Dropbox’ portfolio to drive the region’s growth. 

Responsibilities

  • Drive a high performance, professional sales culture, delivering on the revenue targets per quarter through operational excellence
  • Lead and coach a team of front line leaders to develop account plans and strategies, drivingrevenue growth and market share within existing accounts
  • Deeply understand key markets in the region, with the ability to accurately forecast and quantify market opportunities in the region
  • Develop and implement best practices to maximize pipeline creation, customer conversion rates, forecasting accuracy, and cross-functional collaboration
  • Lead more complex commercial discussions, C-level interactions and supporting sales leads in closing complex deals
  • Recruit the right partner and partner types to expand into large / Enterprise accounts in the region, leading with AI-powered solutions
  • Motivate, lead and inspire a team that reflects the Dropbox values of excellence, inclusivity and diversity
  • Foster a culture of progressive personal development, coaching and mentoring Dropbox’s future sales leaders
  • Strong thought leadership within global sales and marketing and also into the International leadership team
  • Drive region-wide awareness in the B2B space for Dropbox, through external PR, speaking engagements, and working with marketing, channel and communications teams

Requirements

Must haves

  • Strong people leadership experience in a multi-country SaaS sales organisation, with proven success in hiring, engaging, retaining and developing key talent
  • Track record of owning and driving a successful multi-market, multi-product SaaS sales organisation to over-achievement across various routes to market (direct incl. Vendor Sales Teams, Channel)
  • Proven ability to drive business through recruiting, developing and scaling different Channel partner types and Distribution
  • Strong analytical, structured thinking, data driven approach and ability to synthesise the main considerations
  • Written and spoken fluency in English and French and / or Spanish
  • Eligibility to work in the EU (for EMEA roles only)
  • Capability to work in a Virtual First environment 

Preferred Qualifications

  • Channel background (either as rep or lead)
  • Track record of building a business 0-100 in UAE
  • Enneagram fit to address gaps (analytical, calm, creative thinking / thought leadership)

Benefits

Dropbox is committed to investing in the holistic health and wellbeing of all Dropboxers and their families. Our benefits and perks programs include, but are not limited to:

  • Competitive medical, dental and vision coverage*
  • Retirement Savings through a defined contribution pension or savings plan**
  • Dropbox provides a Flexible PTO Policy in addition to your statutory holidays allowing you to unplug, unwind, and refresh
  • Dropbox also provides exclusive additional paid time off for all FTE employees across the Globe, in addition to any relevant statutory holidays
  • Protection Plans including Life and Disability Insurance*
  • A Perks Allowance to be used on what matters most to you, whether that’s wellness, learning and development, food & groceries, and much more
  • Parental benefits including; Parental Leave, Fertility Benefits, Adoptions and Surrogacy support, and Lactation support 

Additional benefits details are available upon request.
 
*Where group plans are not available, allowances are provided
**Benefit, amount, and type are dependent on geographical location, based upon applicable law or company policy

 

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).

Other open positions

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.