Director Growth & Emerging Markets

Role Description

The Director Growth and Emerging Markets will lead the Dropbox EMEA Business sales for France, Iberia, Italy, MENA, and South Africa as well as growth countries in Eastern and Southern Europe.

This role is responsible for implementing and optimising the GTM strategy, developing and growing the sales organisation’s capability, and will ultimately carry the total Dropbox Business revenue and profitability targets for the region. 

Dropbox’ business in the region is predominantly Channel Sell-Through, so a strong background in developing high-growth net new and expansion opportunities while ensuring high retention rates through an indirect sales model is critical to the role. The position offers an experienced SaaS sales leader the opportunity to take ownership for and scale an existing business with a strong multi-product offering and advance Dropbox’ proposition into AI-led collaboration tools. 

Working with all cross-functional stakeholders, e.g. Marketing, HR, Services, Strategy and Finance is critical to the success of the role, supporting their high-performing team and ensuring efficient lead flow, a customer-centric product/market fit and productive and profitable expansion across all of Dropbox’ portfolio to drive the region’s growth. 

Responsibilities

• Drive a high performance, professional sales culture, delivering on the revenue targets per quarter through operational excellence

• Lead and coach a team of front line leaders to develop account plans and strategies, drivingrevenue growth and market share within existing accounts

• Deeply understand key markets in the region, with the ability to accurately forecast and quantify market opportunities in the region

• Develop and implement best practices to maximize pipeline creation, customer conversion rates, forecasting accuracy, and cross-functional collaboration

• Lead more complex commercial discussions, C-level interactions and supporting sales leads in closing complex deals

• Recruit the right partner and partner types to expand into large / Enterprise accounts in the region, leading with AI-powered solutions

• Motivate, lead and inspire a team that reflects the Dropbox values of excellence, inclusivity and diversity

• Foster a culture of progressive personal development, coaching and mentoring Dropbox’s future sales leaders

• Strong thought leadership within global sales and marketing and also into the International leadership team

• Drive region-wide awareness in the B2B space for Dropbox, through external PR, speaking engagements, and working with marketing, channel and communications teams

Requirements

Must haves

• Strong people leadership experience in a multi-country SaaS sales organisation, with proven success in hiring, engaging, retaining and developing key talent

• Track record of owning and driving a successful multi-market, multi-product SaaS sales organisation to over-achievement across various routes to market (direct incl. Vendor Sales Teams, Channel)

• Proven ability to drive business through recruiting, developing and scaling different Channel partner types and Distribution

• Strong analytical, structured thinking, data driven approach and ability to synthesise the main considerations

• Written and spoken fluency in English and French and / or Spanish

• Eligibility to work in the EU (for EMEA roles only)

• Capability to work in a Virtual First environment 

Preferred Qualifications

• Channel background (either as rep or lead)

• Track record of building a business 0-100 in UAE

• Enneagram fit to address gaps (analytical, calm, creative thinking / thought leadership)