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Role Description
As a critical leader on the Integrated Marketing team, the SDR Lead will partner with stakeholders across Dropbox’s marketing, sales, operations, and analytics teams to build a world-class top of funnel operations and SDR team to power our B2B business. The ideal candidate will have a strong understanding of B2B marketing, sales, and sales development. This role will closely collaborate with marketing, sales, vendor teams, product, and IT teams to align lead management strategies and best practices across the organization.
Responsibilities- Manage direct reports and the relationship between Integrated Marketing and SDR teams
- Coordinate with all teams involved in generating and working MQLs and S1 opportunities including (but not limited to) Integrated Marketing, Commercial Strategy & Ops, and Sales to ensure the following:
- MQL conversions to S1 and S2 opportunities continue to increase.
- SDRs and sales reps have context on the MQLs and S1s they receive in order to facilitate exceptional prospect/customer experiences.
- Conversion rate reporting is accurate and sufficiently granular to allow Marketing and Sales teams to consistently improve conversion rates.
- Partnering with Sales Strategy and MOPs to establish and implement rules of engagement and clear lead routing requirements.
- Partner with MOPS as a key stakeholder in lead and account scoring programs in order to continually improve the accuracy of our scoring and better align the definition of MQL with sales readiness.
- 5+ years of experience in B2B SaaS sales
- 2+ years leading a B2B SaaS sales development program
- Salesforce CRM experience as a power user
- Experience using Outreach.io or equivalent (Salesloft, Groove, MixMax, Etc)
- Experience using Gong or equivalent call recording and coaching tools
- Strong passion for top of funnel B2B operations, consistently seeking to improve handoffs and conversion rates
- Ability to provide detailed, constructive feedback to direct reports as well as strategic partners
- Detail-oriented, operationally disciplined, and highly analytical
- Excellent collaboration skills, adept at managing stakeholders and working effectively within cross-functional teams
- Able to communicate effectively and precisely across a wide spectrum of technical and non-technical stakeholders in varying levels and functions
- In-depth knowledge of lead generation, lead funnel strategy and sales acceleration best practices
- Certifications in Salesforce, Outreach, Gong or other sales systems is a plus
- Experience in launching and implementing AI tools and agents to transform workflows and analytics preferred
US Zone 1
This role is not available in Zone 1
US Zone 2
$174,400—$236,000 USD
US Zone 3
$155,000—$209,800 USD
Dropbox Seattle, Washington, USA Office
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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.
What you need to know about the Seattle Tech Scene
Home to tech titans like Microsoft and Amazon, Seattle punches far above its weight in innovation. But its surrounding mountains, sprinkled with world-famous hiking trails and climbing routes, make the city a destination for outdoorsy types as well. Established as a logging town before shifting to shipbuilding and logistics, the Emerald City is now known for its contributions to aerospace, software, biotech and cloud computing. And its status as a thriving tech ecosystem is attracting out-of-town companies looking to establish new tech and engineering hubs.
Key Facts About Seattle Tech
- Number of Tech Workers: 287,000; 13% of overall workforce (2024 CompTIA survey)
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- Funding Landscape: $3.1 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Madrona, Fuse, Tola, Maveron
- Research Centers and Universities: University of Washington, Seattle University, Seattle Pacific University, Allen Institute for Brain Science, Bill & Melinda Gates Foundation, Seattle Children’s Research Institute
