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Role Description
The Director, Sales Enablement will lead a team focused on empowering the Global Sales and Channel organization. In this role, you will transform and scale our Sales Enablement initiatives to maximize the effectiveness of our sales organization. Your mission will be to ensure that sellers are equipped with the training, tools, content, and “work backwards methodology” to power customer success and solve customer challenges. You will play a pivotal role in driving alignment between our go-to-market strategies and sales execution mechanisms putting the strength of our ecosystem to work on behalf of our customers. You will develop and execute a comprehensive sales enablement strategy to support the entire Global Commercial Organization including lead demand generation, inbound/outbound, account management, partners and sales operations.
Responsibilities
Strategic Planning and Execution:
- Develop and implement a comprehensive sales enablement strategy that supports Dropbox's commercial objectives.
- Collaborate with cross-functional teams to align sales enablement initiatives with broader company goals.
- Drive quarterly prioritization and assessment of enablement initiatives to ensure alignment with business needs.
Role-Based Enablement:
- Design and deliver tailored training programs that address the specific needs of various sales roles, including Account Executives (AEs), Account Managers (AMs), Partner Success Managers (PSMs), Customer Success Managers (CSMs), and Technical Solution Sales (TSSs), as well as other roles.
- Create role-specific content and ongoing learning initiatives to enhance the capabilities of the sales team.
Sales Training and Development:
- Oversee the creation and execution of training materials and resources that support the sales team in achieving their targets.
- Implement progressive and situational learning opportunities to ensure continuous skill development.
- Coordinate global to regional training programs to maintain consistency and effectiveness across different markets.
Communication and Change Management:
- Develop strategic communication plans to articulate the importance of enablement initiatives and ensure their successful adoption.
- Foster clear, consistent, and predictable communication that integrates cross-functional GTM priorities.
- Manage change initiatives to drive adoption of new tools, processes, and best practices at all levels of the organization.
Systems and Tools Optimization:
- Evaluate and optimize sales enablement systems and tools to enhance efficiency and effectiveness.
- Ensure the sales team has access to the best technologies and resources to support their performance.
Performance Measurement and Improvement:
- Establish metrics and KPIs to measure the effectiveness of sales enablement initiatives.
- Analyze data to identify areas for improvement and implement strategies to increase conversion rates and overall sales performance.
- Provide regular reports and insights to senior leadership on the impact of enablement programs.
Collaboration and Leadership:
- Lead a team of enablement professionals, providing guidance, mentorship, and support to ensure their success.
- Partner with sales leaders to identify skill gaps and develop targeted enablement solutions.
- Collaborate with marketing, product, and other internal teams to ensure alignment and maximize the impact of enablement efforts.
Requirements
- Minimum of 15 years experience in a high-performing sales environment with at least 5 years in sales enablement or an equivalent leadership role
- Bachelor’s degree in Business, Education, Marketing, Communications, or a related field
- Strong analytical skills for establishing success criteria and determining ROI of enablement initiatives and sales effectiveness programs
- Strong executive presence and communication skills
- Experience with best-in-class CRM software, LMS and sales enablement platforms
- Experience with SaaS-focused sales organizations
- Proficient at building cohesive teams in a matrixed environment amongst product, marketing, sales and technology to deliver end-to-end sales enablement programs
- Experience leading large-scale enablement initiatives across high velocity sales, inclusive of Account Management, Account Reps, Technical Solutions Sales, Customer Success Managers, and Partner roles
- Deep understanding of outcome-based, value-driven sales methodologies and account management strategies in the tech industry
- Mentorship and modeling the skills and behaviors to lead with a clear vision, build a high-performance culture and drive winning results
- Model DBX Values, including diversity inclusion (DEI)
Total Rewards
US Zone 1
This role is not available in Zone 1
US Zone 2
$220,300—$298,100 USD
US Zone 3
$195,800—$265,000 USD
Dropbox Seattle, Washington, USA Office
Though remote is our primary way of working, meaningful in-person connection and collaboration is a critical part of Virtual First. Our Seattle Studio is a place for teams to come together to host meetings, off-sites, and build community.
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