Regional Sales Manager

Company Description

Dropbox isn’t just a workplace—it’s a living lab for more enlightened ways of working. We're a global community of more than 2,000 bold visionaries and resourceful doers who are shaping the future of Dropbox—and with it the future of work. Our Virtual First model combines the flexibility of a distributed workplace with the power of human connection, making space for both meaningful work and meaningful relationships. With our start-up mindset and enterprise-level opportunities, you can be who you are and grow into who you’re meant to be. Here, you can own your impact to make work more intuitive, joyful, and human—for you as a Dropboxer and for hundreds of millions of people worldwide. If you're ready to push boundaries—and yourself— Dropbox is ready for you.

Team Description

The Dropbox Sales and Channel Team brings the power of enlightened work to organizations worldwide. We develop relationships that transform how companies collaborate and stories that shape how they see Dropbox. We don’t just sell products—we create partnerships that help companies leverage Dropbox Business to ignite new ways of working. From crafting sales strategies to analyzing business performance, we work with senior leaders to develop insights, identify opportunities, and do the planning and execution necessary to drive growth. If you're excited about creating partnerships inside the organization and out, join the Sales team. Areas of work include Sales Enablement, Sales Analytics, Customer Success, Account Management, Business Development, Channel Partnerships, Enterprise Sales, and Sales Operations.

Role Description

The Account Management Lead will drive the retention and expansion of current accounts while spearheading the growth and development of the account management team. This role is critical in fostering strong customer relationships, maximizing up-sell/cross-sell opportunities, and ensuring the team meets and exceeds revenue and retention targets. 

The position will also require close collaboration with internal stakeholders to refine strategies for both direct and channel sales motions.

Responsibilities

• Own overall customer retention and expansion for existing accounts across direct and channel sales.
• Develop and mentor a high-performing team of Account and channel Managers to drive revenue growth and customer success.
• Maintain and update territory forecast, proactively identifying renewal risks and developing resolution strategies.
• Develop a deep understanding of Dropbox products, services, and maintenance contracts to effectively communicate value to customers.
• Meet and exceed sales objectives, including quota attainment and productivity requirements.
• Manage, track, and report sales activities, performance metrics, and outcomes using Salesforce.com.
• Analyze key UKI markets to forecast and quantify market opportunities, collaborating with Sales Operations, Data Analytics, and Marketing.
• Define and execute data-driven strategic plans for territories where Dropbox is expanding, identifying new business opportunities.
• Implement best practices to improve pipeline management, customer conversion rates, forecasting accuracy, and cross-functional collaboration.
• Support the team in closing complex deals and managing high-level interactions with C-level executives.
• Provide thought leadership within global sales and marketing, influencing the EMEA leadership team.
• Promote a culture of continuous professional development, mentoring future sales leaders within Dropbox.

Requirements

• Proven sales experience in a technology-driven environment, with a strong track record of meeting and exceeding targets.
• Prior experience leading and managing a sales or renewals team in a fast-paced setting.
• Demonstrated ability to successfully manage accounts within European markets, driving brand awareness and deal closures.
• Strong analytical skills with a data-driven approach to business development and decision-making.
• Expertise in CRM systems, particularly Salesforce.com, with strong knowledge of reporting, dashboards, and forecasting.
• Excellent communication and negotiation skills, with the ability to influence internal and external stakeholders across Sales, Marketing, and other functions.
• Consultative selling experience with a focus on growing and retaining enterprise accounts.
• Customer-oriented problem-solving mindset with strong commercial acumen.
• Ability to identify, develop, and nurture talent within the team.
• Strong collaborative and highly engaged approach, thriving in a virtual-first environment.

Preferred Qualifications

• Start up experience / knowledge 
• Have experience in working with Cloud Marketplace platforms and demonstrate growth across SaaS solutions 

Compensation

Dropbox is an equal opportunity employer. We are a welcoming place for everyone, and we do our best to make sure all people feel supported and connected at work.