Senior Sales Manager

Role Description

As a Sales Manager on the Growth team, you will play a critical role in leading Dropbox’s shift from a PLG-led motion to a hybrid PLG → SLG model. You will lead a team responsible for driving expansion across our install base, while also helping define how we sell newer products like Dash. This role requires a balance of leadership, execution, and problem-solving.

You will be expected to drive results today while building the operating rigor and sales motion needed for tomorrow. This is not a “run the playbook” role. You will help install the standards, coaching, and discipline required to evolve how the team sells, engages customers, and closes complex, multi-product deals.

• 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

• 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

US Zone 1

This role is not available in Zone 1

US Zone 2

$273,500—$370,100 USD

US Zone 3

$243,100—$328,900 USD