Senior Director / Head of Scaled Sales, Dropbox

• 12+ 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

Desirable

• Dropbox is seeking a Head of Scaled Sales to build and lead our sales-assisted growth motion from the ground up
• This is a foundational leadership role for an entrepreneurial builder who is energized by creating a new motion from 0 to 100 and pairing product-led growth with the right sales touch to accelerate conversion, expansion, and efficiency
• This leader will design the segmentation, coverage, and experimentation systems that determine when, where, and how sales engages self-serve customers, while partnering closely with marketing, data science, and sales analytics to turn signals into action
• The right candidate will bring a strong operator mindset, deep fluency in PLG and hybrid GTM models, and a clear point of view on how to balance AI and human judgment to improve outcomes at scale
• 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