Director, Sales Enablement

Job title: Director, Sales Enablement

Company: Dropbox

Job description: Company DescriptionDropbox is a special place where we are all seeking to fulfill our mission to design a more enlightened way of working. We’re looking for innovative talent to join us on our journey. The words shared by our founders at the start of Dropbox still ring true today. Wouldn’t it be great if our working environment-and the tools we use-were designed with people’s actual needs in mind? Imagine if every minute at work were well spent-if we could focus and spend our time on the things that matter. This is possible, and Dropbox is connecting the dots. The nearly 3,000 Dropboxers around the world have helped make Dropbox a living workspace – the place where people come together and their ideas come to life. Our 700+ million global users have been some of our best salespeople, and they have helped us acquire customers with incredible efficiency. As a result, we reached a billion dollar revenue run rate faster than any software-as-a-service company in history. Dropbox is making the dream of a fulfilling and seamless work life a reality. We hope you’ll join us on the journey.Team DescriptionOur 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 DescriptionDropbox is a Virtual First company. For this role, we are hiring in Zones 2 and 3. Please refer to our Total Rewards section below to see what neighborhoods fall under each Zone.The Director, Sales Enablement will lead a team focused on empowering the Global Sales and Channel organization. In this role, you will transform and scale our Sales Enablement initiatives to maximize the effectiveness of our sales organization. Your mission will be to ensure that sellers are equipped with the training, tools, content, and “work backwards methodology” to power customer success and solve customer challenges. You will play a pivotal role in driving alignment between our go-to-market strategies and sales execution mechanisms putting the strength of our ecosystem to work on behalf of our customers. You will develop and execute a comprehensive sales enablement strategy to support the entire Global Commercial Organization including lead demand generation, inbound/outbound, account management, partners and sales operations.ResponsibilitiesStrategic Planning and Execution:

• Develop and implement a comprehensive sales enablement strategy that supports Dropbox’s commercial objectives.
• Collaborate with cross-functional teams to align sales enablement initiatives with broader company goals.
• Drive quarterly prioritization and assessment of enablement initiatives to ensure alignment with business needs.

Role-Based Enablement:

• Design and deliver tailored training programs that address the specific needs of various sales roles, including Account Executives (AEs), Account Managers (AMs), Partner Success Managers (PSMs), Customer Success Managers (CSMs), and Technical Solution Sales (TSSs), as well as other roles.
• Create role-specific content and ongoing learning initiatives to enhance the capabilities of the sales team.

Sales Training and Development:

• Oversee the creation and execution of training materials and resources that support the sales team in achieving their targets.
• Implement progressive and situational learning opportunities to ensure continuous skill development.
• Coordinate global to regional training programs to maintain consistency and effectiveness across different markets.

Communication and Change Management:

• Develop strategic communication plans to articulate the importance of enablement initiatives and ensure their successful adoption.
• Foster clear, consistent, and predictable communication that integrates cross-functional GTM priorities.
• Manage change initiatives to drive adoption of new tools, processes, and best practices at all levels of the organization.

Systems and Tools Optimization:

• Evaluate and optimize sales enablement systems and tools to enhance efficiency and effectiveness.
• Ensure the sales team has access to the best technologies and resources to support their performance.

Performance Measurement and Improvement:

• Establish metrics and KPIs to measure the effectiveness of sales enablement initiatives.
• Analyze data to identify areas for improvement and implement strategies to increase conversion rates and overall sales performance.
• Provide regular reports and insights to senior leadership on the impact of enablement programs.

Collaboration and Leadership:

• Lead a team of enablement professionals, providing guidance, mentorship, and support to ensure their success.
• Partner with sales leaders to identify skill gaps and develop targeted enablement solutions.
• Collaborate with marketing, product, and other internal teams to ensure alignment and maximize the impact of enablement efforts.

Requirements

• Minimum of 15 years experience in a high-performing sales environment with at least 5 years in sales enablement or an equivalent leadership role
• Bachelor’s degree in Business, Education, Marketing, Communications, or a related field
• Strong analytical skills for establishing success criteria and determining ROI of enablement initiatives and sales effectiveness programs
• Strong executive presence and communication skills
• Experience with best-in-class CRM software, LMS and sales enablement platforms
• Experience with SaaS-focused sales organizations
• Proficient at building cohesive teams in a matrixed environment amongst product, marketing, sales and technology to deliver end-to-end sales enablement programs
• Experience leading large-scale enablement initiatives across high velocity sales, inclusive of Account Management, Account Reps, Technical Solutions Sales, Customer Success Managers, and Partner roles

Preferred Qualifications

• Deep understanding of outcome-based, value-driven sales methodologies and account management strategies in the tech industry
• Mentorship and modeling the skills and behaviors to lead with a clear vision, build a high-performance culture and drive winning results
• Model DBX Values, including diversity inclusion (DEI)

Total RewardsUS Zone 1$244,800-$331,200 USDUS Zone 2$220,300-$298,100 USDUS Zone 3$195,800-$265,000 USDThe range(s) listed above is the expected annual salary/OTE for this role, 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. We target most new hire offers between the minimum up to the middle of the range.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).Dropbox uses the zip code of an employee’s remote work location to determine which metropolitan pay range we use. Current US Zone locations are as follows:

• US Zone 1: San Francisco metro, New York City metro, or Seattle metro
• US Zone 2: Austin (TX) metro, Chicago metro, California (outside SF metro), Colorado, Connecticut (outside NYC metro), Delaware, Massachusetts, New Hampshire, New York (outside NYC metro), Oregon, Pennsylvania (outside NYC or DC metro), Washington DC metro, and West Virginia (DC metro)
• US Zone 3: All other US locations

Dropbox is a Virtual First company and is open to hiring candidates in all authorized locations. However, for this role, the locations posted are preferred.BenefitsDropbox is committed to investing in the holistic health and wellbeing of all Dropboxers and their families. Our benefits and perks programs include, but are not limited to:

• Competitive medical, dental and vision coverage
• (US Only) Competitive 401(k) Plan with a generous company match and immediate vesting
• Flexible Time Off/Paid Time Off, paid holidays, Volunteer time off and more
• Protection Plans including; Life Insurance, Disability Insurance and Travel benefit plans
• Perks Allowance to be used on what matters most to you, whether that’s wellness, learning and development, food & groceries, and much more
• Parental benefits including; Parental Leave, Child and Adult Care, Day Care FSA (US Only), Fertility Benefits (US Only), Adoption and Surrogacy support and Lactation Support

Mental Health and Wellness benefits Free Dropbox space for your friends and familyAdditional benefits details are available upon request.
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).

Expected salary:

Location: Seattle, WA – San Francisco, CA

Job date: Wed, 24 Jul 2024 03:27:45 GMT

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