Job Description

Company Description

Dropbox is now a Virtual First company, which means work outside of an office will be the primary experience for all employees. Being Virtual First also means the location of our employees is targeted but flexible. If “Location Flexible” is listed in the job title of a role, the role can be located in any of the states where Dropbox is authorized to do business.** Some roles (including those which do not have “Location Flexible” in the job title), however, may have to be co-located with their teams in certain locations. Please work with your recruiter and your hiring manager to understand any location constraints of a particular role and to communicate your location preferences. **Dropbox is authorized to do business in many, but not all, states. If you are not located in or able to work from a state where Dropbox is registered, you will not be eligible for employment. Please speak with your recruiter to learn more about where Dropbox is registered.
Dropbox is one place to keep life organized and keep work moving. With more than 600 million registered users across 180 countries, we’re on a mission to design a more enlightened way of working. Dropbox is headquartered in San Francisco, CA, and has offices around the world. For more information on our mission and products, visit dropbox.com.

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 Global Head of Sales and Channel will lead and manage all outbound and channel sales for Dropbox globally. This includes: four major regions (AMER, EMEA, APAC, and Japan); sales performance across these regions; and, ongoing strategic alignment between future growth plans and support functions. This role will be responsible for setting and implementing GTM strategy, developing and growing the sales organization capability, and will ultimately carry the global Dropbox Business revenue targets. This position offers an experienced SaaS sales leader the opportunity to take ownership and scale a business with strong YoY growth at a key juncture as the business evolves for the first time into having a truly multi-product offering, and as Dropbox continues to develop the Smart Workspace category. Dropbox is a truly unique environment where people from around the world come together to create a welcoming and inclusive culture where we live and breathe our core value of ‘Being Worthy of Trust’.

Responsibilities

• Develop and execute a global strategy and GTM plan, working with cross-functional partners in Marketing, Product/Eng, Platform, and ITS to deliver on this plan
• Lead outbound and channel sales teams across all regions, and engage cross-functional teams that represent Dropbox’s commercial interests
• Ensure a cohesive business strategy, spanning from business development, marketing, outbound sales, channel, self-serve sales, product, and other functions
• Provide input into Dropbox product and marketing strategy
• Motivate, lead and inspire a senior leadership team that reflects the Dropbox values of excellence and inclusivity
• Drive a high performing and professional sales culture, ensuring an environment of continuous learning & development
• Represent Dropbox’s interests - speak on behalf of Dropbox in public forums, with partners and customers, and with the media

Requirements

• Track record of owning and driving a successful multi-market SaaS sales organization to over-achievement
• Proven ability to drive organizational capability growth
• Strong people leadership experience in a sales environment, with proven success in hiring, engaging, retaining and developing key talent
• Proven experience in building a sales organization with excellence in all areas of sales execution, including lead generation, pipeline management, closing deals and managing existing installed base of customers
• Proven excellence in leading an organization working with small, medium and large enterprise accounts across multiple industries and multiple geographies, ideally as it transforms from usage to value selling
• Experience with leveraging and growing channel and combining effectively with direct organization
• Analytical, structured thinking, quickly understands the task at hand, the relevant context, and is be able to synthesize the main considerations
• Adaptable, capable of working within ambiguity
• Capability of operating in a fast paced environment and leading a team to operate at pace and with exceptional results within the guidelines of the sales methodology
• Proven communication skills and market profile
• Communicates the value of technology for solving business problems
• Strong public speaking track record; perceived as a thought leader

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).