Our EMEA sales team consists of Business Development Representatives (BDR's) and Account Executives (AE's). The BDR's are responsible for building pipeline by identifying prospects in the market, creating, developing and nurturing sales opportunities to a certain stage in the sales cycle, which they then pass to the AE to close.
The sales process is in a SaaS environment, and is both a challenger and a consultative sale, with stakeholders in the DMU across many functions like IT, CTO, Innovation, Marketing, Design, Sales, CFO, and Purchasing. Conversations with customers can take many angles, like simplifying collaboration, getting teams to work across the company and with external partners around the globe, simplifying supply chains, digital transformation, connecting with start ups and universities to drive innovation, knowledge management.
Hence a prospecting mentality, an inquisitive nature, a strong understanding of how companies work, a good understanding of IT and the Cloud and both a winning mentality and a team mentality are all required assets to be successful on the sales team.
As Head of Inside Sales you will manage 3 individual sales teams within the sales organisation based in Dublin.
This role is based in Dublin, Dropbox's EMEA headquarters, there will also be some regional travel required.
Partner with Customer Success managers to help identify outside business units to help grow the original opportunity
Manage 3 sales teams with full-cycle sales responsibility for generating pipeline and closing deals who deliver awe-inspiring product demos, provide insightful technical answers, and recommend creative ways to get the most out of Dropbox.
Source use case analytics and industry information
Help with presentation strategy and materials
Be a credible member of the EMEA Revenue leadership team
Be the voice of the customer to the product team
You will help scale processes through presentations and negotiation
Delight every Dropbox user with each interaction and play a key role in developing the market as Dropbox scales its products to business customers
Develop and implement best practices to improve pipeline creation, customer conversion rates, forecasting accuracy, and cross-functional collaboration
Define a data driven approach to developing and executing on a business strategic plan for territories. Grow Core Enterprise customers and prospects in the region
Availability to travel within region when required
Develop and nurture existing Dropbox talent
Minimum of 5-7 years experience managing people
Experience of managing people managers
Proven excellence in prospecting and lead generation
Proven excellence in working with medium to large enterprise accounts
Eye for talent. Proven results in hiring the right people and retaining the right people
Analytical, structured thinking, quickly understands the task at hand, the relevant context, and be able to synthesize the main considerations
Adaptable, capable of working within ambiguity
Bachelor degree or equivalent
Fluency in another European language an advantage
Full sales cycle experience