Head of Sales

Company Description

Dropbox is a leading global collaboration platform that's transforming the way people work together, from the smallest business to the largest enterprise. With more than 500 million registered users across more than 180 countries, our mission is to design a more enlightened way of working. From our headquarters in San Francisco to eight dedicated Studios and a worldwide team of employees who choose where they work best, our Virtual First approach is leading the way into the future of work.

Team Description

Our Sales and Channel teams share Dropbox Business with companies around the world, helping them understand the power Dropbox has to offer teams at scale. The Sales Strategy team develops insights to assess business performance, and leads initiatives to identify new sources of growth. We work closely with senior sales leaders to develop shared goals, and do the planning and execution necessary to make those goals a reality.

Role Description

The Head of Sales Asia will lead the Dropbox Business sales organization across Asia (all APAC except Australia and New Zealand)
Dropbox’ regional offices is located in Singapore and the teams are currently selling into 6 geographies across Asia.
This role is responsible for leading a team to drive the success of the existing accounts by developing trusted relationships with partners, customers, maximizing up-sell/cross sell opportunities, driving retention rates and growing our business.
Dropbox’ business in the region is predominantly Sell-Through, so a strong background in developing high-growth and expansion opportunities through an indirect sales model is critical to the role. At the same time, this position offers an experienced SaaS sales leader the opportunity to scale an existing, high-growth business with a strong Sell-With proposition for a true multi-product offering as the leader in Distributed Work.

**Responsibilities**:
Leading a team who are to sell
- through/sell-with the partners in Asia
Drive a high performing and professional sales culture, delivering on the revenue targets per quarter through operational excellence
Develop account plans and strategies to drive revenue growth and market share within existing accounts
Deeply understand key Asia markets, 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 in closing complex deals
Drive improvements on customer retention for enterprise accounts
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 APAC leadership team

**Requirements**:
Track record of owning and driving a successful multi-market, multi-product SaaS sales team to over-achievement across various routes to market (direct incl. Vendor Sales Teams, Channel)
Proven ability to drive business through recruiting, developing and scaling Channel partners and Distribution
Strong people leadership experience in a sales environment, with proven success in coaching, hiring, engaging, retaining and developing key talent
Proven experience in building a sales organization with excellence in all areas of sales execution including lead generation, pipeline management, closing deals and managing existing installed base of customers
Proven excellence in leading an organization working with small, medium and large enterprise accounts across multiple industries using value selling
Analytical, structured thinking, data driven approach and ability to synthesize the main considerations
Adaptable, capable of working within ambiguity
Capability of operating in a fast paced environment, and to lead a team to operate at pace and with exceptional results within the guidelines of the sales methodology
Experience in managing multi-country business in Asia
Excellent communication skills and ability to influence cross-functional partners in Sales, Marketing and other functions
Work permission in Singapore
Native or Fluent in English

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. A big part of that effort is our support for members and allies of internal groups like Asians at Dropbox, BlackDropboxers, Latinx, Pridebox (LGBTQ), Vets at Dropbox, Women at Dropbox, ATX Diversity (based in Austin, Texas) and the Dropbox Empowerment Network (based in Dublin, Ireland).