Sales Manager, Account Executive
Role Description
The Account Representative team is responsible for driving net new business as well as growth within existing accounts by prospecting into accounts, developing trusted relationships with customers, and maximizing up- and cross-sell opportunities.
We are looking for a collaborative and highly engaged sales leader to lead our Scaled Account Representative team and help drive new ARR growth across a set of new and existing customers.
The Scaled Account Representative team is responsible for sourcing, progressing and closing pipeline within their books of business, working with new and existing customers in companies with less than 100 employees. It is composed of Velocity ARs, reporting directly into the sales manager, and a vendor team.
You will play a key role by:
- Leading a highly motivated team of individuals at the beginning of their sales career; building and maintaining a strategy to attract, grow and retain junior talent;
- Overseeing the sales aspect of our vendor program, working closely with the program manager to translate internal sales needs and support program alignment.
This will be an incredibly rewarding role, we'll rely on you to coach individuals early in their sales careers, to employ best-practice and develop the skills necessary to advance to a field sales role.
Responsibilities
- Hire, manage and grow a team of Scaled Account Representatives in all phases of the selling process to achieve agreed-upon financial targets and performance metrics;
- Define the strategy and build the emerging sales talent team at Dropbox;
- Oversee our outbound scaled sales vendor program, by supporting (dotted line) a vendor sales manager;
- 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;
- Prepare and implement channel partner plans that identify growth strategies, goals, and tactics;
- Work cross-functionally with marketing, data intelligence, industry specialist, value etc. to create a cohesive plan for the team;
- Work with company leadership to determine the best marketing channels and opportunities.
Requirements
- 5+ years of sales experience in SaaS sales, with 2 years of leadership experience (external candidates)
- Selling experience in acquiring net new accounts and growing existing ones
- Strong track record of meeting sales objectives such as quota and productivity requirements
- Ability to identify, develop, grow talent: a strong coach who also focuses on people development
- Customer oriented, problem solving & analytical mindset
- Commercial acumen
- Demonstrated stakeholder management skills
- 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
- Excitement to work in a virtual first environment