Note: The job is a remote job and is open to candidates in USA. Dropbox is seeking a Senior Sales Manager for their Growth team, who will lead efforts to transition from a product-led growth (PLG) model to a hybrid PLG and sales-led growth (SLG) model. The role involves driving expansion and upsell initiatives, building a proactive sales culture, and collaborating cross-functionally to enhance pipeline generation and sales strategies.
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
Skills
- 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
- 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
Company Overview
Dropbox is a smart workspace company that provides secure file sharing, collaboration, and storage solutions. It was founded in 2007, and is headquartered in San Francisco, California, USA, with a workforce of 1001-5000 employees. Its website is https://www.dropbox.com.Company H1B Sponsorship
Dropbox has a track record of offering H1B sponsorships, with 13 in 2026, 121 in 2025, 105 in 2024, 103 in 2023, 166 in 2022, 197 in 2021, 157 in 2020. Please note that this does not guarantee sponsorship for this specific role.