Dropbox

Dropbox is a technology company that builds simple, powerful products for individuals and businesses. With over 700 million registered users worldwide, Dropbox offers file sync, sharing, online backup, cloud storage, collaboration tools, and more to st...

Internet Software & Services

Information Technology

1K-5K (3118)

Founded 2007

17 open positions

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Senior Director, Head of Scaled Sales

3 months, 2 weeks ago

Canada

Lead

Head of Sales

Sales and Business Development

Apply Now

Dropbox

Internet Software & Services

1K-5K

Founded 2007

View All Jobs 17

Description

Build a self-serve segmentation model that identifies the right customers for the right sales motion.
Design and implement an efficient coverage model that determines when sales should engage customers.
Partner with data science and sales analytics to create and operationalize a data-driven targeting strategy.
Work cross-functionally with marketing to deliver targeted campaigns that improve take rates and product expansion.
Define how AI should be deployed across the scaled sales motion and where human engagement adds the most value.
Build and run an experimentation framework to test segmentation, outreach, coverage, and conversion strategies.
Establish operating rhythms, performance metrics, and diagnostic frameworks to guide resourcing and investment decisions.
Lead execution and continuously improve funnel performance using data.
Scale a repeatable sales-assisted product-led growth motion from the ground up.

Requirements

12+ years of experience in SaaS sales, revenue strategy, growth, or go-to-market leadership.
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.
Experience partnering with analytics, data science, marketing, and sales operations teams.
Strong analytical fluency with the ability to define 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 for GTM testing and optimization.
Strong executive communication and cross-functional influence skills.
Preferred: experience building or leading a PLG-assist or sales-assisted growth motion in a multi-product SaaS company.
Preferred: experience applying AI or automation to improve sales productivity, targeting precision, or customer engagement outcomes.
Preferred: background in both strategy and execution, with comfort moving between GTM design and hands-on operational problem solving.
Preferred: familiarity with customer lifecycle marketing, product signals, and expansion motions within self-serve or managed funnels.
Preferred: experience in environments undergoing GTM transformation, including introducing new motions or redefining ownership boundaries.

Interested in this position?

Apply directly on the company website

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