Sales Manager, Growth
Leads sales team driving expansion, upsell, and cross-sell revenue in Dropbox's hybrid PLG-SLG model, focusing on complex enterprise SaaS deals and new products like Dash. Requires 3-5+ years sales leadership, structured methodologies (MEDDPICC/SPICED), and tools like Salesforce/Gong.
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 (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 (Command of the Message preferred)
- Drive transformation by refining ICP, messaging, and GTM for evolving products (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
Requirements
- 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
Preferred Qualifications
- 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
Compensation
US Zone 2: $273,500—$370,100 USD US Zone 3: $243,100—$328,900 USD
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