Head of Sales Analytics

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

We’re looking for an enthusiastic leader to join us with the experience necessary to own, develop and manage the people and resources aligned to Global Sales Analytics.

Aligning to our Customer Strategy & Operations (CSO) organization and partnering with our Global Sales and Channel Leadership Teams, this role will be responsible for establishing, leading, and growing a team of dedicated sales analysts that are focused on bringing visibility to the metrics and insights that drive sales and channel performance, owning the functional sales planning cycles, and driving operational excellence and governance inside of the team’s scope. 

As the global lead responsible for analyzing sales performance and revenue retention, you will be working closely with Sales Leaders, Sales Strategy, Deal Operations, and Finance Leadership. This is a highly visible role that requires being able to link analytics to business implications to form actionable, high-impact recommendations that drives revenue growth.  A strong understanding of a sales led SaaS model - both motions and metrics - is a must. 

We are looking for someone who gets excited about tying data to meaningful recommendations, intuitive visualizations, optimizing data workflows, and is a strong people lead and mentor.  The right person for this role will value data-driven insights, have an analytical approach to problem solving, and thrive in a fast-paced, fluid environment. 

Responsibilities

• Develop and execute the strategy, priorities, and direction of our Sales Analytics team
• Lead the design and execution of best-in-class dashboards and scorecards to bring on-time, accurate visibility into sales organizational and seller performance and KPIs
• In partnership with Finance and Sales Strategy, communicate insights related to sales and seller performance including forecast & pipeline trends, productivity, customer value, progress against industry benchmarks, and sales methodology KPIs. Based on the insights, put forth executive-level recommendations that will decrease seller friction and accelerate revenue growth.
• Drive account data quality inside of our CRM tools, continuously streamlining how information is updated to drive accurate forecasting
• Build strong, cross-functional relationships, establishing credibility as a subject-matter expert in your field
• Be a strong people leader, managing across multiple time zones and a global culture

Requirements

• 7+ combined of years experience in sales, operations, strategy and/or analytics 
• 3+ years experience with direct people management
• Consistent track record of setting and achieving ambitious targets
• Strong analytical skills with expertise in contextualizing SaaS sales performance indicators
• Experience leading CRM data hygiene and operating requirements for accurate forecasting
• Experience building automated analytics and scorecards using cloud-based platforms
• Proven ability to communicate, at an executive level, actionable recommendations that links data to business implications 
• Strong data visualization skills through Tableau, CRM Analytics (SFDC) and Excel
• Strong relationship builder across functions and organizational levels
• Desire to work in a fast-paced, challenging and exciting environment
• Bachelor’s degree or equivalent work experience

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).