Head Of Account Management - Namer

Company Description

Dropbox is a special place where we are all seeking to fulfill our mission to design a more enlightened way of working. We’re looking for innovative talent to join us on our journey. The words shared by our founders at the start of Dropbox still ring true today.
Wouldn’t it be great if our working environment—and the tools we use—were designed with people’s actual needs in mind? Imagine if every minute at work were well spent—if we could focus and spend our time on the things that matter. This is possible, and Dropbox is connecting the dots.
The nearly 3,000 Dropboxers around the world have helped make Dropbox a living workspace - the place where people come together and their ideas come to life. Our 700+ million global users have been some of our best salespeople, and they have helped us acquire customers with incredible efficiency. As a result, we reached a billion dollar revenue run rate faster than any software-as-a-service company in history.
Dropbox is making the dream of a fulfilling and seamless work life a reality. We hope you’ll join us on the journey.

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 Account Management organization at Dropbox is responsible for the success of our existing accounts through the development of trusted relationships with customers, and the maximization of up-sell/cross sell opportunities, all while driving retention rates and growing our business.
We are looking for a collaborative and highly engaged Executive to lead our Account Management function in the US and Canada, drive Total ARR net growth across our install base customers, and to own existing customer relationships end to end.
Responsibilities

• Partner cross-functionally with Channel Sales, Acquisition, Customer Success, Engineering, Product and Marketing to develop and mature the end to end customer journey
• Lead teams through pipeline creation, customer conversion and customer retention
• Drive motions to maximize customer satisfaction, retention, renewals, forecasting accuracy, and cross-functional collaboration
• Lead and grow a team of Account Manager Leads and their respective teams in all phases of the selling process to achieve agreed-upon financial targets and performance metrics
• Develop and implement long term strategies and best practices to drive the future of the managed customer go to market motion for Dropbox
• Drive operational excellence in the day-to-day management of the business including (but not limited to) forecasting, analytics, pipeline development, training, certifications, hiring, performance management, collaboration, teamwork, and best practice sharing
• Be the voice and champion of the customer to the product team and other cross functional organizations

Basic Qualifications

• Experience managing direct people leaders and an ability to continuously increase operational effectiveness of teams, while recognizing opportunities for creating new systems, structures, and processes
• Experience with indirect leadership, driving success across complex cross functional organizations
• Experience selling mid market- enterprise software in a highly competitive environment with a track record of success managing a sales organization within a fast paced and innovative technology company
• Experience with both complex Enterprise and high volume sales motions (preferred)
• 8+ years of Sales experience with 2+ years leading Account Management organizations and a history of overachieving targets in a market leading technology organization
• Experience in account management with a solutions focused selling approach to growing existing accounts
• An analytical mindset with a background using CRM data to shape the direction and strategies of the organization
• A strong executive presence with experience and comfort working with C-level executives

Total Rewards

For candidates hired in San Francisco metro, New York City metro, or Seattle metro, the expected salary/On-Target Earnings (OTE) range for the role is currently $345,600 - $406,600 - $467,600.

For candidates hired in the following locations: Austin (TX) metro, Chicago metro, California (outside SF metro), Colorado, Connecticut (outside NYC metro), Delaware, Massachusetts, New Hampshire, New York (outside NYC metro), Oregon, Pennsylvania (outside NYC or DC metro), Washington (outside Seattle metro) and Washington DC metro, the expected salary/On-Target Earnings (OTE) range for the role is currently $311,000 - $365,900 - $420,800.

For candidates hired in all other US locations, the expected salary/On-Target Earnings (OTE) range for this role is currently $276,500 - $325,300 - $374,100.

Range(s) is subject to change. Dropbox takes a number of factors into account when determining individual starting pay, including job and level they are hired into, location/metropolitan area, skillset, and peer compensation. Dropbox uses the zip code of an employee’s remote work location to determine which metropolitan pay range we use.

Salary/OTE is just one component of Dropbox’s 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 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).