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 Head of Dropbox Japan will lead the Dropbox Business sales organization across Japan. Dropbox Japan is headquartered in Tokyo, with additional offices in Osaka. This role will be responsible for setting and implementing the GTM strategy and will ultimately carry the total Dropbox Business revenue targets for Japan. In particular, Japan relies on an eco-system of partners to complement Dropbox’ deep skill and expertise in distributed work with their reach and customer- / vertical-specific knowledge to enable scalable and sustainable growth. This role will work with both key customers in the region as well as help the team to develop relationships with large regional distribution and SMB partners, helping them to take their Dropbox business to the next level. The position offers an experienced SaaS sales leader the opportunity to take ownership for and scale a business with strong YoY growth at a key juncture as the business evolves into having a truly multi-product offering and as Dropbox continues its leadership in the Remote Work space. Having announced a move to ‘Virtual First’ in 2020, this role will also act as the Community Ambassador for the region. Community ambassadors work with the regional employees to nurture and create the great Dropbox culture of fun, a sense of belonging and promoting cultural engagement. Critical to the success of the role is to work with all cross-functional stakeholders, e.g. Marketing, HR, Solutions and Services to support their high-performing team and ensure efficient lead flow, short sales cycles and the right product/market fit across all of Dropbox’ portfolio required to drive the region’s growth.

Responsibilities

• Develop and execute a strategy and GTM plan for the country, working with global leaders and cross-functional partners to deliver on this plan
• Motivate, lead and inspire a team team that reflects the Dropbox values of excellence and inclusivity
• Drive a high performing and professional sales culture, delivering on the revenue targets per quarter
• Ensure and nurture an environment of continuous learning & development
• Drive region-wide awareness in the B2B space for Dropbox, through external PR, speaking engagements, and working with marketing, channel and communications teams
• Sit on regional leadership team for the broader Dropbox organization

Requirements

• Track record of owning and driving a successful multi-product SaaS sales organization to over-achievement
• Proven ability to drive growth through a Channel-led sales motion in a predominantly SMB / mid-market segment across multiple industries through value selling
• Proven experience in implementing operational excellence in all areas of sales execution including lead generation, pipeline and forecast management, and managing existing installed base of customers
• Analytical, structured thinking, quickly understands the task at hand, the relevant context, and is able to synthesize the main considerations based on data
• Adaptable, capable of working within ambiguity
• Capability of operating in a fast paced environment, and to lead a team to operate at pace and with exceptional results within the guidelines of the sales methodology
• Learning mindset
• Holding a work permission in Japan
• Native Japanese, business level English

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).