The Director Growth and Emerging Markets will lead the Dropbox EMEA Business sales for France, Iberia, Italy, MENA, and South Africa as well as growth countries in Eastern and Southern Europe.
This role is responsible for implementing and optimising the GTM strategy, developing and growing the sales organisation’s capability, and will ultimately carry the total Dropbox Business revenue and profitability targets for the region.
Dropbox’ business in the region is predominantly Channel Sell-Through, so a strong background in developing high-growth net new and expansion opportunities while ensuring high retention rates through an indirect sales model is critical to the role. The position offers an experienced SaaS sales leader the opportunity to take ownership for and scale an existing business with a strong multi-product offering and advance Dropbox’ proposition into AI-led collaboration tools.
Working with all cross-functional stakeholders, e.g. Marketing, HR, Services, Strategy and Finance is critical to the success of the role, supporting their high-performing team and ensuring efficient lead flow, a customer-centric product/market fit and productive and profitable expansion across all of Dropbox’ portfolio to drive the region’s growth.
Responsibilities
Drive a high performance, professional sales culture, delivering on the revenue targets per quarter through operational excellence
Lead and coach a team of front line leaders to develop account plans and strategies, drivingrevenue growth and market share within existing accounts
Deeply understand key markets in the region, with the ability to accurately forecast and quantify market opportunities in the region
Develop and implement best practices to maximize pipeline creation, customer conversion rates, forecasting accuracy, and cross-functional collaboration
Lead more complex commercial discussions, C-level interactions and supporting sales leads in closing complex deals
Recruit the right partner and partner types to expand into large / Enterprise accounts in the region, leading with AI-powered solutions
Motivate, lead and inspire a team that reflects the Dropbox values of excellence, inclusivity and diversity
Foster a culture of progressive personal development, coaching and mentoring Dropbox’s future sales leaders
Strong thought leadership within global sales and marketing and also into the International leadership team
Drive region-wide awareness in the B2B space for Dropbox, through external PR, speaking engagements, and working with marketing, channel and communications teams
Requirements
Must haves
Strong people leadership experience in a multi-country SaaS sales organisation, with proven success in hiring, engaging, retaining and developing key talent
Track record of owning and driving a successful multi-market, multi-product SaaS sales organisation to over-achievement across various routes to market (direct incl. Vendor Sales Teams, Channel)
Proven ability to drive business through recruiting, developing and scaling different Channel partner types and Distribution
Strong analytical, structured thinking, data driven approach and ability to synthesise the main considerations
Written and spoken fluency in English and French and / or Spanish
Eligibility to work in the EU (for EMEA roles only)
Capability to work in a Virtual First environment
Preferred Qualifications
Channel background (either as rep or lead)
Track record of building a business 0-100 in UAE
Enneagram fit to address gaps (analytical, calm, creative thinking / thought leadership)
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