Dropbox - Head of Inside Sales

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. 

Responsibilities 

  • 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

Requirements 

  • 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

  • Travel Required

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