Role Description
The Director Growth and Emerging Markets will lead the Dropbox EMEA Business sales for France, Iberia, Italy, MENA, and South Africa as well as growth countries in Eastern and Southern Europe.
This role is responsible for implementing and optimising the GTM strategy, developing and growing the sales organisation’s capability, and will ultimately carry the total Dropbox Business revenue and profitability targets for the region.
Dropbox’ business in the region is predominantly Channel Sell-Through, so a strong background in developing high-growth net new and expansion opportunities while ensuring high retention rates through an indirect sales model is critical to the role. The position offers an experienced SaaS sales leader the opportunity to take ownership for and scale an existing business with a strong multi-product offering and advance Dropbox’ proposition into AI-led collaboration tools.
Working with all cross-functional stakeholders, e.g. Marketing, HR, Services, Strategy and Finance is critical to the success of the role, supporting their high-performing team and ensuring efficient lead flow, a customer-centric product/market fit and productive and profitable expansion across all of Dropbox’ portfolio to drive the region’s growth.
Responsibilities
1. Drive a high performance, professional sales culture, delivering on the revenue targets per quarter through operational excellence
2. Lead and coach a team of front line leaders to develop account plans and strategies, drivingrevenue growth and market share within existing accounts
3. Deeply understand key markets in the region, with the ability to accurately forecast and quantify market opportunities in the region
4. Develop and implement best practices to maximize pipeline creation, customer conversion rates, forecasting accuracy, and cross-functional collaboration
5. Lead more complex commercial discussions, C-level interactions and supporting sales leads in closing complex deals
6. Recruit the right partner and partner types to expand into large / Enterprise accounts in the region, leading with AI-powered solutions
7. Motivate, lead and inspire a team that reflects the Dropbox values of excellence, inclusivity and diversity
8. Foster a culture of progressive personal development, coaching and mentoring Dropbox’s future sales leaders
9. Strong thought leadership within global sales and marketing and also into the International leadership team
10. Drive region-wide awareness in the B2B space for Dropbox, through external PR, speaking engagements, and working with marketing, channel and communications teams
Requirements
11. Strong people leadership experience in a multi-country SaaS sales organisation, with proven success in hiring, engaging, retaining and developing key talent
12. Track record of owning and driving a successful multi-market, multi-product SaaS sales organisation to over-achievement across various routes to market (direct incl. Vendor Sales Teams, Channel)
13. Proven ability to drive business through recruiting, developing and scaling different Channel partner types and Distribution
14. Strong analytical, structured thinking, data driven approach and ability to synthesise the main considerations
15. Written and spoken fluency in English and French and / or Spanish
16. Eligibility to work in the EU (for EMEA roles only)
17. Capability to work in a Virtual First environment
Preferred Qualifications
18. Channel background (either as rep or lead)
19. Track record of building a business 0-100 in UAE
20. Enneagram fit to address gaps (analytical, calm, creative thinking / thought leadership)
Total RewardsUnited Kingdom Pay Range£244,800—£331,200 GBPIreland Pay Range€234.600—€317.400 EUR
The range listed above is the expected annual salary/OTE for this role, subject to change.
Salary/OTE is just one component of Dropbox’s total rewards package. All regular employees are also eligible for the corporate bonus program or a sales incentive (target included in OTE) as well as stock in the form of Restricted Stock Units (RSUs).
Dropbox is a Virtual First company and is open to hiring candidates in all authorized locations. However, for this role, the locations posted are preferred.
Benefits
Dropbox is committed to investing in the holistic health and wellbeing of all Dropboxers and their families. Our benefits and perks programs include, but are not limited to:
21. Competitive medical, dental and vision coverage*
22. Retirement Savings through a defined contribution pension or savings plan**
23. Dropbox provides a Flexible PTO Policy in addition to your statutory holidays allowing you to unplug, unwind, and refresh
24. Dropbox also provides exclusive additional paid time off for all FTE employees across the Globe, in addition to any relevant statutory holidays
25. Protection Plans including Life and Disability Insurance*
26. A Perks Allowance to be used on what matters most to you, whether that’s wellness, learning and development, food & groceries, and much more
27. Parental benefits including; Parental Leave, Fertility Benefits, Adoptions and Surrogacy support, and Lactation support
Additional benefits details are available upon request.
*Where group plans are not available, allowances are provided
**Benefit, amount, and type are dependent on geographical location, based upon applicable law or company policy
Dropbox is an equal opportunity employer. We are a welcoming place for everyone, and we do our best to make sure all people feel supported and connected at work. A big part of that effort is our support for members and allies of internal groups like Asians at Dropbox, BlackDropboxers, Latinx, Pridebox (LGBTQ), Vets at Dropbox, Women at Dropbox, ATX Diversity (based in Austin, Texas) and the Dropbox Empowerment Network (based in Dublin, Ireland).