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

United States

Full-time

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 a coverage model that introduces sales engagement at the optimal point in the customer journey.
Partner with data science and sales analytics to develop 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 while determining 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 using data to continuously improve funnel performance and scale a repeatable sales-assisted PLG motion.

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 to translate insights into GTM execution.
Strong analytical fluency with the ability to define success 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 to test GTM hypotheses and improve business performance.
Strong executive communication and cross-functional influence skills.
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, redefining ownership boundaries, or building new operating models (preferred).

Benefits

US Zone 2 salary range: $251,700 to $340,500 USD.
US Zone 3 salary range: $223,700 to $302,700 USD.
The role is not available in US Zone 1.

Interested in this position?

Apply directly on the company website

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