[Remote] Senior Sales Manager, Growth

Note: The job is a remote job and is open to candidates in USA. Dropbox is seeking a Senior Sales Manager for their Growth team, who will lead efforts to transition from a product-led growth (PLG) model to a hybrid PLG and sales-led growth (SLG) model. The role involves driving expansion and upsell initiatives, building a proactive sales culture, and collaborating cross-functionally to enhance pipeline generation and sales strategies.

Responsibilities

• 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

Skills

• 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

Company Overview

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