Director, Global Sales Enablement

Director Global Sales Enablement Remote - US Select locations | Dropbox Careers

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Director Global Sales Enablement Remote - US Select locations

Remote Sales Full Time

Dropbox is a Virtual First company. For this role we are hiring in Zones 2 and 3. Please refer to our Compensation section below to see what neighborhoods fall under each Zone.

Role Description

The Director of Sales Enablement will drive revenue growth by designing and running targeted enablement programs that measurably improve seller performance. This role uses data and field insights to identify performance gaps optimize sales motions and deliver training content and programs that help sellers execute against business priorities. The Director leads a cross-functional enablement team and partners closely with Sales RevOps Product and Marketing to ensure programs are tightly aligned to revenue targets and deliver provable impact. They will report directly to the VP of Sales Strategy & GTM Operations.

Enablement is the bridge between strategy and seller execution and ensures The field knows what to do when to do it and how to do it well Sales priorities translate into consistent behaviors across segmentsregions Leaders have visibility into whats working whats not and what to change

Responsibilities

Core Responsibilities

Program Leadership Design and deliver global enablement programs that drive measurable revenue impact tailored to regional and cultural nuances

Insights & Analytics Leverage performance data to diagnose gaps identify root causes and prioritize high-impact interventions

Training & Content Strategy Develop role-based training and assets aligned to field needs and business priorities

Cross-Functional Alignment Partner with Sales RevOps and executive leadership to align enablement with revenue goals and strategic initiatives

Impact & Optimization Track adoption and outcomes continuously refine strategy messaging and delivery to maximize effectiveness

Core Programs

New Hire Ramp Structured onboarding time-to-productivity plans certification and manager reinforcement

Sales Process & ROEs Define document and scale sales processes and rules of engagement in partnership with Sales and RevOps

Field Enablement Multi-Role Deliver role-specific onboarding plays and reinforcement across Sales Channel Solutions and Customer Success-aligned to a unified GTM motion

Playbooks Translate priority motions new logo expansion vertical competitive into clear actionable playbooks with defined stages exit criteria roles tooling signals and required assets

Launch Readiness Drive field readiness for product pricing and packaging updates talk tracks discovery guides objection handling FAQs

Skills & Methodology Embed consistent selling disciplines discovery value selling SPICED or equivalent negotiation mutual action plans forecasting AI and Agent assist ID where to best leverage AI to scale enablement programs and increase time to information and reduce time out of the field.

Manager Enablement Equip frontline leaders with coaching frameworks scorecards and inspection rhythms

Reinforcement & Communications Sustain behavior change through recurring learning office hours certification refreshers and structured field communications

Requirements

Strong program leadership and change management in a revenue org in both PLG and SLG environments Analytical and comfortable diagnosing performance issues with data Ability to influence with or without authority Excellent communication and content judgment knows how to simplify and drive adoption Operational rigor - can prioritize say no and run repeatable processes Familiarity with enablement based tools e.g. Gong Highspot and emerging AI tech Player-coach mindset develops a team while still driving outcomes

Preferred Qualifications

Scaled enablement leadership Led enablement for a multi-segment andor global sales org comfortable designing programs that work across regions.

Strong operating muscle Experience standing up intakeprioritization governance and program management discipline not just training.

GTM motion fluency Familiar with enterprise commercial motions and PLG-to-sales assisted handoffs if relevant.

Measurement credibility Demonstrated ability to tie enablement to measurable outcomes and influence RevOps instrumentation.

Change leadership Track record driving adoption through managers and leadership systems not just content delivery.

Compensation

US Zone 1 This role is not available in Zone 1

US Zone 2 190500-257700 USD

US Zone 3 169300-229100 USD

The ranges listed above is the expected annual salaryOTE On-Target Earnings for this role subject to change.

Please note OTE are for sales roles only.

SalaryOTE is just one component of Dropboxs total rewards package. All regular employees are also eligible for the corporate bonus program or a sales incentive target included in OTE as well as stock in the form of Restricted Stock Units RSUs.

Dropbox takes a number of factors into account when determining individual starting pay including job and level they are hired into locationmetropolitan area skillset and peer compensation. We target most new hire offers between the minimum up to the middle of the range.

Dropbox uses the zip code of an employees remote work location to determine which metropolitan pay range we use. Current US Zone locations are as follows

US Zone 1 San Francisco metro New York City metro or Seattle metro

US Zone 2 California outside SF metro Colorado Connecticut outside NYC metro Delaware Illinois Chicago metro Indiana Chicago metro Maryland Massachusetts Michigan Chicago metro New Hampshire New Jersey outside NYC metro New York outside NYC metro Oregon Pennsylvania D.C. metro Pennsylvania outside NYC metro Texas Austin metro Virginia DC metro Washington outside Seattle metro Washington DC metro West Virginia DC metro Wisconsin Chicago metro

US Zone 3 All other US locations

Check Your Zone Check

Read more about ourBenefits.

Company Description

Dropbox isnt just a workplace-its a living lab for designing a more enlightened way of working. Were a global community of bold visionaries and resourceful doers shaping the future of Dropbox and in turn the future of work. Our Virtual First model combines the autonomy of a distributed workplace with the power of human connection creating space for meaningful work and lasting relationships. With a startup mindset and enterprise-level opportunities we expect Dropbox employees to think critically stay curious and use modern tools including AI to improve how work gets done. Here you can be who you are and grow into who youre meant to be. You own your impact helping make work more intuitive joyful and human for yourself and hundreds of millions of people worldwide. If youre ready to push boundaries and challenge yourself Dropbox is ready for you.

Team Description

The Dropbox Sales and Channel Team brings the power of enlightened work to organizations worldwide. We deliver solutions that transform how companies collaborate. We dont 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 our customers channel partners and business decision makers to develop insights identify opportunities and do the planning and execution necessary to drive growth. If youre excited about creating partnerships inside the organization and out join the Sales team.

Virtual First

Dropboxs Virtual First way of working is designed to help people do their best work with flexibility autonomy and connection. Day to day teams work remotely with nonlinear schedules and core collaboration hours that support deep focus and individual working styles. We prioritize asynchronous communication to improve clarity respect deep work time and reduce unnecessary meetings. While remote work is the primary experience for our employees we also prioritize intentional in-person connection. We bring teams together through regular team gatherings on-demand workspaces and Dropbox Neighborhood events in order to strengthen team cohesion foster creativity and enhance momentum. Virtual First is built to provide the same access to opportunity growth and impact for everyone regardless of location.

This role requires travel to offsites and various other team gatherings approximately 5-10 of the year or 2-3 days per quarter. We provide advance notice when possible and encourage candidates to discuss any accommodation needs during the interview process.

Dropbox supports responsible use of AI for preparation but misrepresentation of skills or experience is not permitted. See ourAI Principles.

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.

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