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Role Description

As a Sales Manager on the Growth team, you will play a critical role in leading Dropbox’s shift from a PLG-led motion to a hybrid PLG → SLG model. You will lead a team responsible for driving expansion across our install base, while also helping define how we sell newer products like Dash. This role requires a balance of leadership, execution, and problem-solving. You will be expected to drive results today while building the operating rigor and sales motion needed for tomorrow. This is not a “run the playbook” role. You will help install the standards, coaching, and discipline required to evolve how the team sells, engages customers, and closes complex, multi-product deals.

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 (e.g., 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 (experience with Command of the Message or other frameworks preferred) 
• Drive transformation by refining ICP, messaging, and GTM for evolving products (e.g., 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