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Role Description
The lead for Dash GTM Sales Strategy and Programs will drive Dropbox’s revenue growth, customer acquisition, and market expansion for our Dash product. This role will lead our growth strategy, design and execute end-to-end programs that align closely with Commercial Sales, Customer Success, Channel, and Customer Support Organization (CSO) strategies. The ideal candidate will leverage data-driven insights and cross-functional collaboration to deliver high-impact growth initiatives, optimize program effectiveness, and ensure global scalability and alignment.
Responsibilities
- Develop and execute comprehensive GTM (Go-to-Market) programs that drive pipeline performance and revenue growth, particularly for Dash products.
- Identify and implement sales plays, campaigns, offers, and incentives to capture new customer segments and expand existing accounts.
- Evaluate and recommend strategic growth levers that support sales campaigns, lead generation, and conversion efforts.
- Apply customer segmentation frameworks and competitive insights to drive targeted initiatives across different regions, products, and routes to market.
- Work closely with Marketing, Product, Global Sales and Channel, Customer Success and Experience, and Commercial Strategy and Operations teams to ensure GTM programs are aligned with overarching business goals.
- Collaborate with regional leaders to embed “voice of the field” insights, ensuring that programs are scalable, relevant, and impactful in various markets.
- Monitor and optimize program effectiveness, making data-driven adjustments to drive consistent improvements full lifecycle.
- Conduct regular business reviews to track the impact of growth levers and report on program performance trends.
- Contribute to annual planning scenarios and execution plans, aligning GTM efforts with Dropbox’s broader commercial strategy.
- Create and deliver strategic narratives for business reviews, highlighting critical growth levers and associated performance trends across global markets.
- Stay informed on industry trends, competitive landscape, and customer behavior to refine strategies and inform tactical decisions.
- Ensure Dropbox’s GTM approach remains competitive and forward-thinking, focusing on differentiation and value delivery.
Requirements
- 10+ years in GTM strategy, sales programs, or related roles, ideally in a SaaS or tech environment.
- Proven ability to design, implement, and refine high-impact sales and GTM programs.
- Strong cross-functional leadership skills; able to align multiple stakeholders around shared goals.
- Proficiency in data-driven decision-making, with the ability to monitor program effectiveness and adjust strategies accordingly.
- Deep understanding of customer acquisition, retention, and expansion tactics within a commercial sales context.
- Excellent narrative-building and presentation skills, with experience delivering insights to senior leadership.
Preferred Qualifications
- Ideally experience in a SaaS or tech environment.
Compensation
US Zone 1
This role is not available in Zone 1
US Zone 2
$168,300—$227,700 USD
US Zone 3
$149,600—$202,400 USD
Dropbox Los Angeles, California, USA Office
Los Angeles, CA, United States
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