GTM Enablement Lead

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 Business Strategy & Operations team sets and drives key business initiatives across the company. We complement and support product, engineering, sales, and marketing teams across three critical areas: corporate and business unit strategy, business planning and sales operations, and business systems and tools development.

Role Description

The GTM Readiness Enablement Manager will play a pivotal role in supporting the sales organization’s critical growth initiatives. This position is responsible for ensuring that the sales team is fully equipped and ready to execute go-to-market (GTM) strategies effectively. The ideal candidate will have a strong background in sales enablement, a deep understanding of GTM processes and strategies full funnel, and the ability to drive cross-functional alignment and readiness.

Responsibilities

GTM Strategy Implementation:

• Develop and execute global GTM readiness plans that align with overall business investments, annual planning, compensation/quota changes, sales strategy and growth levers.
• Collaborate with sales leadership, GTM Strategy & Growth, Business Intelligence, and Portfolio teams to understand, develop, and optimize enablement programs to support critical growth initiatives.
• Identify key areas of improvement and implement initiatives to enhance sales team effectiveness and efficiency. 
• Create certification mechanisms to validate readiness (completion → competency → performance) of the sales team.
• Work cross functionality with Sales, Marketing and Product teams to develop content and training programs to support new products launches across the GTM ecosystem. 

Training and Development

• Integrate GTM readiness into core sales training and development programs by role to enhance the skills and knowledge of our sales teams. 
• Coordinate with regional delivery specialists to land training materials, in-person hands-on product workshops, sales playbooks, and other resources to support the sales team's success. 
• Collaborate with Sales, Marketing and Product teams to develop collateral, presentations, and other materials that support and are optimized for the voice of the field. 

Performance Measurement and Analytics

• Define key performance indicators (KPIs) and metrics to assess the effectiveness of GTM Readiness initiatives. 
• Utilize data and analytics to track sales performance, identify trends, and provide actionable insights to sales leadership. 
• Regularly report on sales enablement activities and outcomes to senior management. 

Requirements

• Bachelor's degree in business administration, marketing, or a related field. 
• Competency in using data to drive performance outcomes and make informed decisions.
• Proven experience in sales enablement, sales operations, or a similar role, preferably in a global or multinational organization. 
• Strong understanding of sales processes, methodologies, and best practices. 
• Demonstrated ability to design and deliver effective sales training programs. 
• Excellent project management skills, with the ability to prioritize and manage multiple initiatives simultaneously. 
• Analytical mindset with the ability to utilize data and metrics to drive decision-making. 
• Strong leadership and interpersonal skills to effectively collaborate with cross-functional teams. 
• Excellent written and verbal communication skills. 
• Proficiency in using sales enablement tools and technologies, CRM systems, and other relevant software. 

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).