Director – Head of Scaled Sales

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Dropbox

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2007

🏢 Enterprise

⚡ Productivity

Cloud Storage • Enterprise • Productivity

Dropbox is a cloud-based service that provides tools for storing, sharing, and accessing files across devices. It offers features such as document sharing, video review, automatic backups, and AI-driven scheduling. Dropbox also provides solutions for different sectors like teams, sales, marketing, and education, and industries including construction, media, technology, and manufacturing. With a focus on security, Dropbox ensures files are encrypted and protected against tampering. It offers integrations with various productivity tools and is trusted by major companies for efficient file management and collaboration.

📋 Description

• Build a self-serve segmentation model that identifies the right customers for the right sales motion, maximizing cost efficiency, conversion, and speed through the funnel. • Design and implement a highly efficient coverage model that introduces sales engagement at the optimal point in the customer journey. • Partner closely with data science and sales analytics to develop and operationalize a data-driven targeting strategy. • Work cross-functionally with marketing to deliver targeted campaigns to the right customers at the right time with the right message, improving take rates and product expansion. • Define how AI should be deployed across the scaled sales motion to improve productivity and business outcomes, while making sound decisions about where human engagement adds the most value. • Build and run a strong experimentation framework that enables rapid testing, learning, and iteration across segmentation, outreach, coverage, and conversion strategies. • Establish clear operating rhythms, performance metrics, and diagnostic frameworks to understand business drivers and inform resourcing and investment decisions. • Lead execution with a strong bias for action, using data to continuously improve funnel performance and scale a repeatable sales-assisted PLG motion.

🎯 Requirements

• 10+ years of experience in SaaS sales, revenue strategy, growth, or go-to-market leadership, including experience in scaled, high-velocity, or hybrid PLG and sales-assisted environments. • Proven track record designing or scaling segmentation, coverage, or targeting models that improved conversion, efficiency, or expansion outcomes. • Experience partnering closely with analytics, data science, marketing, and sales operations teams to translate insights into GTM execution. • Strong analytical fluency with the ability to define success metrics, inspect performance, identify root causes, and make data-driven decisions. • Demonstrated success building new programs, motions, or teams from the ground up in ambiguous, fast-changing environments. • Experience designing and evaluating experimentation frameworks to test GTM hypotheses and improve business performance over time. • Strong executive communication and cross-functional influence skills, with the ability to align stakeholders around new ways of working.

🏖️ Benefits

• Health insurance • Retirement plans • Paid time off • Flexible work arrangements • Professional development