Note: The job is a remote job and is open to candidates in USA. Dropbox is seeking a Head of Scaled Sales to build and lead their sales-assisted growth motion from the ground up. This foundational leadership role requires an entrepreneurial builder who can create a new motion and pair product-led growth with sales strategies to enhance conversion and efficiency.
Responsibilities
- Build a self-serve segmentation model that identifies the right customers for the right sales motion, maximizing cost efficiency, conversion, and speed through the funnel
- Design and implement a highly efficient coverage model that introduces sales engagement at the optimal point in the customer journey
- Partner closely with data science and sales analytics to develop and operationalize a data-driven targeting strategy
- Work cross-functionally with marketing to deliver targeted campaigns to the right customers at the right time with the right message, improving take rates and product expansion
- Define how AI should be deployed across the scaled sales motion to improve productivity and business outcomes, while making sound decisions about where human engagement adds the most value
- Build and run a strong experimentation framework that enables rapid testing, learning, and iteration across segmentation, outreach, coverage, and conversion strategies
- Establish clear operating rhythms, performance metrics, and diagnostic frameworks to understand business drivers and inform resourcing and investment decisions
- Lead execution with a strong bias for action, using data to continuously improve funnel performance and scale a repeatable sales-assisted PLG motion
Skills
- 10+ years of experience in SaaS sales, revenue strategy, growth, or go-to-market leadership, including experience in scaled, high-velocity, or hybrid PLG and sales-assisted environments
- Proven track record designing or scaling segmentation, coverage, or targeting models that improved conversion, efficiency, or expansion outcomes
- Experience partnering closely with analytics, data science, marketing, and sales operations teams to translate insights into GTM execution
- Strong analytical fluency with the ability to define success metrics, inspect performance, identify root causes, and make data-driven decisions
- Demonstrated success building new programs, motions, or teams from the ground up in ambiguous, fast-changing environments
- Experience designing and evaluating experimentation frameworks to test GTM hypotheses and improve business performance over time
- Strong executive communication and cross-functional influence skills, with the ability to align stakeholders around new ways of working
- Experience building or leading a PLG-assist or sales-assisted growth motion in a multi-product SaaS company
- Experience applying AI or automation to improve sales productivity, targeting precision, or customer engagement outcomes
- Background in both strategy and execution, with comfort moving between high-level GTM design and hands-on operational problem solving
- Familiarity with customer lifecycle marketing, product signals, and expansion motions within self-serve or managed funnels
- Experience in environments undergoing GTM transformation, including introducing new motions, redefining ownership boundaries, or building new operating models
Company Overview
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