Sales Manager, Growth
WFA Digital Insight
The demand for skilled sales professionals in the tech industry is on the rise, with a 25% increase in job postings over the past year. As companies like Dropbox continue to expand their customer base, the need for strategic sales leaders has never been more pressing. With the growth of remote work, sales teams are now more dispersed than ever, making strong leadership and communication skills essential. Dropbox's shift towards a hybrid sales model presents an exciting challenge for sales managers who can balance execution and problem-solving. Before applying, candidates should be aware of the importance of adapting to evolving sales strategies and the need for a strong understanding of customer needs and market trends.
Job Description
About the Role
As a Sales Manager on the Growth team at Dropbox, you will play a pivotal role in driving the company's expansion across its install base. This involves leading a team of sales professionals responsible for upselling and cross-selling to both transactional and enterprise customers. Your day-to-day activities will focus on strategic planning, team leadership, and ensuring the sales team is equipped to meet and exceed targets. You will be part of a dynamic team that is pushing the boundaries of how Dropbox sells its products, particularly newer offerings like Dash.The role requires a deep understanding of sales strategies, customer needs, and market trends. The ability to analyze sales data, identify areas for improvement, and implement changes to optimize sales performance is crucial. You will work closely with cross-functional teams to align sales efforts with overall business objectives and ensure that the sales strategy is aligned with the company's goals.
The Growth team at Dropbox is at the forefront of the company's evolution towards a hybrid sales model. This shift presents an opportunity for a sales leader who can think strategically, execute flawlessly, and inspire their team to achieve exceptional results. Your experience with GTM (Go-to-Market) strategies and Salesforce will be instrumental in driving sales growth and expansion.
What You Will Do
- Lead a team of sales professionals to achieve expansion, upsell, and cross-sell revenue targets across transactional and enterprise motions.
- Develop and execute strategic plans to drive pipeline generation through outbound activity, account expansion, and partner engagement.
- Foster a culture of proactive pipeline creation, ensuring the team is not reliant on renewals for growth.
- Maintain high standards for pipeline quality, deal progression, and execution, enforcing rigorous qualification and deal inspection frameworks.
- Drive accurate and accountable forecasting, upholding a high bar for deal validity.
- Coach sales representatives on value-based selling, focusing on customer problems, impact, and differentiation.
- Collaborate with cross-functional teams to align sales strategies with overall business objectives.
- Analyze sales data to identify trends, opportunities, and areas for improvement, implementing data-driven decisions to optimize sales performance.
- Ensure the sales team is well-versed in newer products like Dash, able to articulate their value proposition effectively to customers.
What We Are Looking For
- Proven experience in sales leadership, preferably in a tech or SaaS environment, with a focus on driving growth and expansion.
- Strong understanding of GTM strategies and their application in driving sales growth.
- Proficiency in Salesforce and experience with CRM systems.
- Excellent leadership and communication skills, with the ability to inspire and motivate a team.
- Strategic thinker with the ability to analyze sales data, identify opportunities, and implement effective strategies.
- Experience in value-based selling and the ability to coach sales teams on this approach.
- Strong problem-solving skills, with the ability to navigate complex sales environments.
- Adaptable and resilient, with a growth mindset and a willingness to evolve with the company's sales strategy.
Nice to Have
- Experience with deal inspection frameworks such as MEDDPICC or SPICED.
- Knowledge of the cloud storage and collaboration market, with an understanding of Dropbox's position and competitive landscape.
- Certification in sales leadership or a related field.
- Experience working in a remote or distributed team environment.
Benefits and Perks
- Competitive salary and bonus structure.
- Equity in a leading tech company.
- Comprehensive health insurance and benefits package.
- Generous PTO policy and flexible working hours.
- Remote work stipend and support for home office setup.
- Opportunities for professional growth and career development.
- Access to cutting-edge technologies and tools.
- Collaborative and dynamic work environment with a team of experienced professionals.
How to Stand Out
- Ensure your resume and cover letter are tailored to the sales leadership role, highlighting your experience with GTM strategies and Salesforce.
- Prepare examples of how you've driven sales growth and expansion in previous roles, focusing on strategic planning and team leadership.
- Be ready to discuss your approach to value-based selling and how you coach sales teams on this methodology.
- Research Dropbox's products and services, particularly newer offerings like Dash, to demonstrate your understanding of the company's portfolio.
- Practice your strategic thinking and problem-solving skills, as these will be critical in the interview process.
- Consider preparing questions about the company's shift towards a hybrid sales model and how this role contributes to that strategy.
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