Senior Sales Manager, Growth

Senior Sales Manager, Growth

Dropbox is a Virtual First company. For this role, we are hiring in Zones 2 and 3. Please refer to our Compensation section below to see what neighborhoods fall under each Zone.

Role Description

As a Sales Manager on the Growth team, you will play a critical role in leading Dropbox’s shift from a PLG-led motion to a hybrid PLG → SLG model. You will lead a team responsible for driving expansion across our install base, while also helping define how we sell newer products like Dash. This role requires a balance of leadership, execution, and problem-solving. You will be expected to drive results today while building the operating rigor and sales motion needed for tomorrow. This is not a “run the playbook” role. You will help install the standards, coaching, and discipline required to evolve how the team sells, engages customers, and closes complex, multi-product deals.

Responsibilities

• Lead a team responsible for expansion, upsell and cross-sell revenue across both transactional and enterprise motions
• Drive pipeline generation through outbound activity, account expansion, and partner engagement
• Ensure the team is not reliant on renewals by building a strong culture of proactive pipeline creation
• Maintain high standards for pipeline quality, deal progression, and execution
• Enforce rigorous qualification and deal inspection frameworks (e.g., MEDDPICC, SPICED)
• Lead accurate, accountable forecasting and uphold a high bar for deal validity
• Coach reps on value-based selling, focusing on customer problems, impact, and differentiation (experience with Command of the Message or other frameworks preferred)
• Drive transformation by refining ICP, messaging, and GTM for evolving products (e.g., Dash)
• Enable multi-product, platform-oriented selling across complex enterprise deals
• Collaborate cross-functionally with Product, Marketing, Customer Success, Solutions teams and leverage partners to accelerate pipeline and influence GTM strategy

Requirements

• 3–5+ years of sales leadership experience with an additional 6+ years of quota-carrying sales experience
• Proven track record of driving pipeline generation and closing complex, enterprise SaaS deals
• Deep experience with structured sales methodologies such as MEDDPICC, SPICED, or similar
• Strong background in value selling frameworks such as Command of the Message or equivalent
• Experience selling multi-product or platform-based enterprise solutions
• Demonstrated success in outbound-driven environments and building pipeline from scratch
• Hands-on leader who actively engages in deals, coaching, and execution
• Strong deal inspector—able to quickly assess deal quality and coach reps to improve
• High accountability leader who sets and enforces clear standards
• Comfortable leading through ambiguity and driving change
• Strong executive presence with the ability to engage senior stakeholders internally and externally
• Strong command of Salesforce and modern sales tools (Gong, Outreach, Sales Navigator, etc.)
• Data-driven approach to forecasting, pipeline management, and performance tracking

Preferred Qualifications

• Experience in a transformation environment (PLG → SLG or similar)
• Background in startup or high-growth companies
• Experience selling or leading teams selling AI or productivity tools
• Track record of developing top-performing sales talent

Compensation

• US Zone 1: This role is not available in Zone 1
• US Zone 2: $273,500—$370,100 USD
• US Zone 3: $243,100—$328,900 USD

Company Description

Read more about our Benefits. Dropbox isn’t just a workplace—it’s a living lab for designing a more enlightened way of working. We’re a global community of bold visionaries and resourceful doers shaping the future of Dropbox and, in turn, the future of work. Our Virtual First model combines the autonomy of a distributed workplace with the power of human connection, creating space for meaningful work and lasting relationships. With a startup mindset and enterprise-level opportunities, we expect Dropbox employees to think critically, stay curious, and use modern tools, including AI, to improve how work gets done. Here, you can be who you are and grow into who you’re meant to be. You own your impact, helping make work more intuitive, joyful, and human for yourself and hundreds of millions of people worldwide. If you’re ready to push boundaries and challenge yourself, Dropbox is ready for you.

Team Description

The Dropbox Sales and Channel Team brings the power of enlightened work to organizations worldwide. We deliver solutions that transform how companies collaborate. We don’t just sell products—we create partnerships that help companies leverage Dropbox Business to ignite new ways of working. From crafting sales strategies to analyzing business performance, we work with our customers, channel partners, and business decision makers to develop insights, identify opportunities, and do the planning and execution necessary to drive growth. If you're excited about creating partnerships inside the organization and out, join the Sales team.

Virtual First

Dropbox’s Virtual First way of working is designed to help people do their best work with flexibility, autonomy, and connection. Day to day, teams work remotely with nonlinear schedules and core collaboration hours that support deep focus and individual working styles. We prioritize asynchronous communication to improve clarity, respect deep work time, and reduce unnecessary meetings. While remote work is the primary experience for our employees, we also prioritize intentional, in-person connection. We bring teams together through regular team gatherings, on-demand workspaces, and Dropbox Neighborhood events in order to strengthen team cohesion, foster creativity, and enhance momentum. Virtual First is built to provide the same access to opportunity, growth, and impact for everyone, regardless of location.

This role requires travel to offsites and various other team gatherings (approximately 5-10% of the year or 2-3 days per quarter). We provide advance notice when possible and encourage candidates to discuss any accommodation needs during the interview process.

AI Fluency

AI fluency is a core part of how we work and grow. It’s not about being an expert—it’s about using these tools thoughtfully and effectively to improve your work and support others.

• Ownership: You use AI responsibly by protecting data, applying sound judgment, and taking accountability for the quality and accuracy of your work.
• Experimentation: You explore new AI capabilities and apply them to improve workflows within approved tools and practices.
• Leverage: You use AI to enhance thinking, improve efficiency, and increase your impact and your team’s.
• Learning: You stay current on emerging AI tools and trends, continuously build your skills, and share what you learn with others.

Together, these behaviors help build a workforce where technology amplifies human judgment, creativity, and impact. Dropbox supports responsible use of AI for preparation, but misrepresentation of skills or experience is not permitted. To learn more, see our approach to AI in hiring. 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.

Key skills/competency

• Sales Leadership
• Growth Strategy
• SaaS Sales
• Enterprise Sales
• Pipeline Generation
• MEDDPICC
• Value Selling
• Forecasting
• Salesforce
• Team Coaching