Sales Manager, Emerging AI Products

Key Skills

Aartificial intelligence, Analytical and Problem solving, Leadership Skill, Microsoft Office suites, Microsoft-Excel, Objective-C, Powerpoint, Sales, Salesforce

Job Description

The newly formed Emerging Product team is responsible for driving net new business in a new product being brought to market. We are looking for collaborative and highly engaged sales leader in the SF Bay Area to help build our team from the ground up and drive exponential new ARR growth. If you are a strong leader, have an ownership mindset and enjoy building and growing sales teams - this role is for you. 

Responsibilities

Leadership Capabilities

• Manage and grow a team of Enterprise Account Executives in all phases of the selling process to achieve agreed-upon financial targets and performance metrics
• Support the team with C-level interactions (CTO, CIO, Functional C Suite) and managing the end-to-end customer relationship
• Foster a culture of progressive personal development and mentoring Dropbox’s future sales leaders
• Develop and implement best practices to maximize customer acquisition, satisfaction, forecasting accuracy, and cross-functional collaboration

Sales Acumen

• Build and establish an enterprise sales motion in an incubation model with the intent to scale globally
• Work hand in hand with our product development team to ensure product market fit and enterprise viability
• Accurately maintain pipeline and forecast. Ensure and communicate any risk to internal resources in order to develop resolution strategies
• Ensure customer satisfaction and delight though alignment to leverage solutions to solve/support customer business priorities

Business/Commercial/Account Management

•  Establish multiple customer touch points by mapping and engaging key stakeholders across the customer org 
•  Lead proactive discovery conversations to uncover new opportunities within existing accounts and also look to acquire net new customers in a new market segment
•  Partner with our Technical Solutions Specialists to develop account plans and strategies to drive and scale revenue growth and market share within these accounts 
•  Delight every Dropbox customer with each interaction and play a key role in developing the market reputation of Dropbox as we scale and evolve our product to meet business customers’ needs

Product/Technical

• Enable the team to deliver impactful product demos, provide insightful technical answers, and recommend creative ways to get the most out of Dropbox Business 
• Support and drive customer understanding of and appreciation for the Dropbox product roadmap 
• Be the voice and champion of the customer to the product team and other cross functional organizations. 

General

• Make every potential customer happy with every interaction, regardless of deal size or likelihood of close 
• Develop a thorough understanding of Dropbox products and solutions
• Manage, track, and report sales activities and results using Salesforce

Requirements

• 5+ years of sales experience in SaaS sales, with 2 years of leadership experience 
• Located in the SF Bay Area
• Experience growing a company from $0 to $5M ARR and beyond
• Experience as a player/coach as well as building a team from scratch
• Consultative selling experience in acquiring net new accounts
• Strong track record of meeting sales objectives such as quota and productivity requirements
• Customer oriented, problem solving & analytical mindset 
• Ability to identify, develop, grow talent
• Commercial acumen
• Collaborative and highly engaged approach 
• Working knowledge of MS Office Suite (Word, Excel, and PowerPoint)
• Experience with Salesforce or other CRM
• Experience with Outreach, Gong, and other sales prospecting and enablement tools a plus
• Bachelors Degree or equivalent required

Total Rewards

For candidates hired in San Francisco metro, the expected salary/On-Target Earnings (OTE) range for the role is currently $286,500 - $337,000 - $387,600. 

Range(s) is subject to change. Dropbox takes a number of factors into account when determining individual starting pay, including job and level they are hired into, location/metropolitan area, skillset, and peer compensation. Dropbox uses the zip code of an employee’s remote work location to determine which metropolitan pay range we use. 

Salary/OTE is just one component of Dropbox’s total rewards package. All regular employees are also eligible for the corporate bonus program or a sales incentive (target included in OTE) as well as stock in the form of Restricted Stock Units (RSUs).