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Artificial Intelligence • Cloud • Consumer Web • Productivity • Software • App development • Data Privacy
Own the full sales cycle to build pipeline, close and renew deals for Dropbox's product suite and emerging AI products. Prospect net-new customers, execute outbound efforts, apply qualification and value-selling frameworks, forecast and manage pipeline, and collaborate cross-functionally to influence GTM and product strategy.
Top Skills:
AICRMSalesforce
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Artificial Intelligence • Cloud • Consumer Web • Productivity • Software • App development • Data Privacy
The Senior Director, Head of Scaled Sales will lead the development of a sales-assisted growth model, utilizing data-driven strategies and close collaboration with marketing and analytics to boost conversion and efficiency.
Top Skills:
AICustomer Lifecycle MarketingData ScienceSales Analytics
Role Description
As a Sales Manager on the Growth team, you will play a critical role in leading Dropbox’s shift from a PLG-led motion to a hybrid PLG → SLG model. You will lead a team responsible for driving expansion across our install base, while also helping define how we sell newer products like Dash. This role requires a balance of leadership, execution, and problem-solving. You will be expected to drive results today while building the operating rigor and sales motion needed for tomorrow. This is not a “run the playbook” role. You will help install the standards, coaching, and discipline required to evolve how the team sells, engages customers, and closes complex, multi-product deals.
Responsibilities- Lead a team responsible for expansion, upsell and cross-sell revenue across both transactional and enterprise motions
- Drive pipeline generation through outbound activity, account expansion, and partner engagement
- Ensure the team is not reliant on renewals by building a strong culture of proactive pipeline creation
- Maintain high standards for pipeline quality, deal progression, and execution
- Enforce rigorous qualification and deal inspection frameworks (e.g., MEDDPICC, SPICED)
- Lead accurate, accountable forecasting and uphold a high bar for deal validity
- Coach reps on value-based selling, focusing on customer problems, impact, and differentiation (experience with Command of the Message or other frameworks preferred)
- Drive transformation by refining ICP, messaging, and GTM for evolving products (e.g., Dash)
- Enable multi-product, platform-oriented selling across complex enterprise deals
- Collaborate cross-functionally with Product, Marketing, Customer Success, Solutions teams and leverage partners to accelerate pipeline and influence GTM strategy
- 3–5+ years of sales leadership experience with an additional 6+ years of quota-carrying sales experience
- Proven track record of driving pipeline generation and closing complex, enterprise SaaS deals
- Deep experience with structured sales methodologies such as MEDDPICC, SPICED, or similar
- Strong background in value selling frameworks such as Command of the Message or equivalent
- Experience selling multi-product or platform-based enterprise solutions
- Demonstrated success in outbound-driven environments and building pipeline from scratch
- Hands-on leader who actively engages in deals, coaching, and execution
- Strong deal inspector—able to quickly assess deal quality and coach reps to improve
- High accountability leader who sets and enforces clear standards
- Comfortable leading through ambiguity and driving change
- Strong executive presence with the ability to engage senior stakeholders internally and externally
- Strong command of Salesforce and modern sales tools (Gong, Outreach, Sales Navigator, etc.)
- Data-driven approach to forecasting, pipeline management, and performance tracking
- Experience in a transformation environment (PLG → SLG or similar)
- Background in startup or high-growth companies
- Experience selling or leading teams selling AI or productivity tools
- Track record of developing top-performing sales talent
US Zone 1
This role is not available in Zone 1
US Zone 2
$273,500—$370,100 USD
US Zone 3
$243,100—$328,900 USD
Dropbox Colorado, USA Office
CO, United States
What you need to know about the Colorado Tech Scene
With a business-friendly climate and research universities like CU Boulder and Colorado State, Colorado has made a name for itself as a startup ecosystem. The state boasts a skilled workforce and high quality of life thanks to its affordable housing, vibrant cultural scene and unparalleled opportunities for outdoor recreation. Colorado is also home to the National Renewable Energy Laboratory, helping cement its status as a hub for renewable energy innovation.
Key Facts About Colorado Tech
- Number of Tech Workers: 260,000; 8.5% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Lockheed Martin, Century Link, Comcast, BAE Systems, Level 3
- Key Industries: Software, artificial intelligence, aerospace, e-commerce, fintech, healthtech
- Funding Landscape: $4.9 billion in VC funding in 2024 (Pitchbook)
- Notable Investors: Access Venture Partners, Ridgeline Ventures, Techstars, Blackhorn Ventures
- Research Centers and Universities: Colorado School of Mines, University of Colorado Boulder, University of Denver, Colorado State University, Mesa Laboratory, Space Science Institute, National Center for Atmospheric Research, National Renewable Energy Laboratory, Gottlieb Institute
