Dropbox
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Austin, TX
Remote

Sales Manager, Account Executive

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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 
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What are Dropbox Perks + Benefits

Dropbox Benefits Overview

We’re proud to offer benefits that help all Dropboxers take care of their holistic selves, so they can keep flowing at work.

Culture
Volunteer in local community
Partners with nonprofits
Open door policy
OKR operational model
Team based strategic planning
Pair programming
Employee resource groups
Employee-led culture committees
Flexible work schedule
Remote work program
Diversity
Documented equal pay policy
Dedicated diversity and inclusion staff
Mandated unconscious bias training
Diversity manifesto
Diversity employee resource groups
Hiring practices that promote diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability insurance
Dental insurance
Vision insurance
Health insurance
Life insurance
Wellness programs
Team workouts
Mental health benefits
Financial & Retirement
401(K)
401(K) matching
Company equity
Performance bonus
Charitable contribution matching
Child Care & Parental Leave Benefits
Childcare benefits
Generous parental leave
Family medical leave
Adoption Assistance
Restricted work hours
Return-to-work program post parental leave
Vacation & Time Off Benefits
Unlimited vacation policy
Generous PTO
Paid volunteer time
Sabbatical
At Dropbox, this is called 'Recharge'
Paid holidays
Office Perks
Company-sponsored outings
Free snacks and drinks
Some meals provided
Company-sponsored happy hours
Recreational clubs
Relocation assistance
Fitness stipend
Home-office stipend for remote employees
Professional Development Benefits
Job training & conferences
Tuition reimbursement
Lunch and learns
Promote from within
Mentorship program
Continuing education stipend
Continuing education available during work hours
Online course subscriptions available
Customized development tracks

Additional Perks + Benefits

In order to be successful in our Virtual First environment we needed to make changes that would allow employees to have more control over both where and how they work. Therefore, we embrace “non-linear workdays” with defined core collaboration hours that overlap across time zones. Beyond that, we encourage employees to design their own schedules to balance collaboration with needs for individual focus. We’ve also moved from “all day syncs” to an “async by default” culture, reserving meetings for discussion, debate, and decision-making, and handling all other work in our deep focus hours.

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