The Director, Sales for the East coast is responsible for leading a team of Strategic Account Executives, specific to Enterprise Sales. The sales teams are responsible for assigned quotas achieved through a defined number of Enterprise accounts.
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Build and lead a regional Enterprise Sales team in developing and executing on a strategic plan for the territory. Grow Enterprise customers and prospects in the region, while continuing to build out brand awareness on the East Coast
Assist and coach Account Executives in all phases of the selling process to achieve agreed-upon targets and performance metrics
Develop and implement best practices to maximize pipeline creation, customer conversion rates, forecasting accuracy, and cross-functional collaboration
Serve as leadership sponsor to large accounts and help drive key executive relationships
Strong thought leadership within the global sales team and vis-a-vis marketing team
Foster a culture of progressive personal development and mentoring Dropbox’s future sales leaders
Regularly interact with customers, partners, and integrators
Operational excellence in the day-to-day management of the business including (but not limited to) forecasting, pipeline development, training, certifications, hiring, performance management, collaboration, teamwork, and best practice sharing
Initiate, develop and maintain executive level relationships and drive sales activities with key customers
Understand target customer's business needs, develop proposals and accurately articulate Dropbox’s value proposition at the executive level
Assist and close complex, multi-million dollar transactions
Requirements
10+ years of sales experience, and 3+ years of sales management experience, with a history of overachieving targets in a market leading technology organization
Experience selling enterprise software in a highly competitive environment with a track record of sales success managing a sales organization within a Fortune 1000 technology organization
Proven success scaling out an Enterprise Sales team with success selling SaaS and cloud solutions in the industry
Territory management experience
Demonstrated ability to continuously increase effectiveness of team, recognizing opportunities for creating new systems, structures, and processes
Strong knowledge of Salesforce reporting and dashboards, and highly focused on numbers and process
Proven track record working in a high-volume environment
Strong executive presence - experience and comfort level working with C-level executives
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