Senior Manager of Sales Compensation & Planning, Dropbox
CA$161.8-218k
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).
Smart workspace company
Be an early applicant
Smart workspace company
1001+ employees
Be an early applicant
CA$161.8-218k
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).
1001+ employees
Company mission
Dropbox's mission is to design a more enlightened way of working.
Role
Who you are
- The ideal candidate will bring a strategic mindset, strong analytical skills, and a proven ability to drive results in a multi-product growth environment
- 10+ years of experience in sales operations, finance, or a related field, with at least 5 years in a leadership role managing sales compensation and planning
- Deep knowledge of sales compensation design, quota-setting best practices, and financial planning
- Strong analytical skills with expertise in Excel and financial modeling
- Experience with sales operations functions within CRM (SalesForce) and Incentive Management tools (Forma)
- Strong verbal and written communication skills
- Interpersonal skills with a proven ability to engage at all sales role levels; from rep to executives
- Ability to adapt and scale work within high-demand periods across financial year
- Strong problem-solving skills and a proactive approach to driving improvements
Desirable
- Familiarity with P&L management and financial planning
- Understands benchmarking around role productivity
- Proficiency with reporting tools like Tableau and other data visualization platforms
What the job involves
- As the Senior Manager of Sales Compensation and Planning in the Customer Strategy & Operations (CSO) organization, you will play a critical role leading our sales compensation & quota strategy at Dropbox
- This role will be responsible for designing and managing effective compensation plans, ensuring accurate and timely payout calculations, setting and managing sales quotas, and collaborating closely with Finance and Sales Leadership to align compensation with annual planning and business objectives
- This position offers the opportunity to make a significant impact on the performance and motivation of our sales team while ensuring alignment with company goals
- This role will be reporting into the Head of Customer Strategy & Operations and will have significant visibility across senior GTM leadership
- Develop and manage competitive, scalable, and motivating sales compensation plans that align with company objectives and market trends
- Partner with Finance and Sales Leadership to continuously evaluate and enhance compensation programs to be compliant, equitable, and support financial targets
- Own the end-to-end process sales compensation payouts including forecasting costs, calculating and processing with accuracy, handling escalations and inquiries, and ensuring clear communication
- Leverage historical performance data and market trends to build “Books of Business” that ensure quotas by Direct and Channel role types drive optimal productivity to support business goals
- Lead annual planning cycles translating business objectives into sales and retention quota goals, including quarterly assessments to iterate plans based on performance and feedback loops
- Build and maintain quotas by role, managing annual and quarterly plans, adapting based on change in strategy and offerings
- Ensure global sub-regions and routes to market goals are balanced and adapted based on coverage models and productivity metrics
- Optimize sales performance tracking and own reporting requirements within incentive management tools and adapt to new offerings and sales motions
Our take
Dropbox started by helping people bring together their files in one central place. The contents of these folders are synchronised to Dropbox's servers along with other computers and devices where the user has installed Dropbox, keeping the same files up-to-date across all devices.
Nowadays, there are lots of competing companies in cloud storage, and some with better distribution (e.g. Google and Apple). This explains why Dropbox is making a big push to reinvent itself after a fairly disappointing run since its IPO in 2018. The new Dropbox turns folders into "Spaces", which are collaboration hubs for teams, complete with comment streams, artificial intelligence tools and integrations into services such as Slack.
The company continues to build out its offerings through acquisitions, such as that of Formswift, bolstering its end-to-end agreement workflow capabilities. Indeed, It's very clear that Dropbox is trying to make a big move from being just a storage company. This seems to be a necessary move given the competitive nature of the industry it is operating within.
Freddie
Company Specialist at Welcome to the Jungle
Insights
3% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Jan 2014
$350m
SERIES C
Oct 2011
$250m
SERIES B
Total funding: $607.3m
Company benefits
- Medical, dental, and vision coverage
- We offer a generous company contribution toward individual medical, dental, and vision insurance coverage, including contributions toward dependent premiums
- Keep sharing and collaborating with friends and family even when you’re not at work with free Dropbox space for your whole crew
- Take the vacation you’ve always dreamed of with up to four consecutive weeks of paid time off
- Celebrate common holidays without your paycheck taking the hit with 11 company paid holidays
- Each Dropboxer has access to 32 hours of paid volunteer time off each year that they can use to support the causes close to their hearts
- We regularly offer panels and seminars featuring the best minds in tech, talent, diversity, and beyond that any Dropboxer can attend from the comfort of their home
- No two Dropboxers are the same, and their benefits shouldn’t be either. Our Perks allowance empowers employees to customize their benefits in line with what really matters to them
Company values
- Be Worthy of Trust - Millions of teams trust us with their most important information. But this trust can vanish in an instant. That’s why integrity is the foundation of our culture. We do the right thing, even when nobody’s looking. And we’re honest—even when it’s uncomfortable
- They win, We win - Our customers come first. So we put in the work to deeply understand them. We ask, “Who’s the customer?” and “What do they really need?” When they succeed, our business (and everything else) falls into place
- Keep it Simple - Simple things work better—and make more sense. So we build products that do a few things really well. And we don’t overcomplicate life at Dropbox, whether it’s a plan or a process. Getting to simple isn’t always easy, but it’s worth the effort
- Own it - We take responsibility for our work, from start to finish. When we get stuck, we unblock ourselves. When something goes wrong, we don’t ask, “What did they screw up?” but “What could I do better?” We learn from our mistakes and keep going—until we have real impact
- Make work Human - Our mission is to design a more enlightened way of working, for Dropboxers and the world. So we make products that prioritize our needs as humans. And we build a compassionate culture where you can do your best work—no matter who you are or where you’re from
Company HQ
Mission Bay, San Francisco, CA
Articles
Leadership
Arash Ferdowsi
(CTO)Studied Computer Science at MIT before founding Dropbox straight out of university
Drew Houston
(CEO)Studied Computer Science at MIT before founding Dropbox straight out of university
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