Manager of Account Management, Dropbox
$196.5-299.1k
OTE
Salary range varies depending on location. Plus bonus program or a sales incentive (target included in OTE), and RSUs
More information about location
Smart workspace company
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Smart workspace company
1001+ employees
Be an early applicant
$196.5-299.1k
OTE
Salary range varies depending on location. Plus bonus program or a sales incentive (target included in OTE), and RSUs
More information about location
1001+ employees
Company mission
Dropbox's mission is to design a more enlightened way of working.
Role
Who you are
- As the Manager, Account Management you bring a proven track record of leading high-performing sales teams, with at least two years of leadership experience across both transactional and enterprise customer lifecycles
- The ideal candidate is a strategic thinker who’s also willing to get hands-on—joining calls, partnering on deal strategy, and helping reps win
- They lead with a people-first, coaching-oriented approach, setting a high bar while developing talent and fostering growth
- In a fast-paced tech environment, this person is agile in the face of change and thrives amid ambiguity, guiding teams with clarity and resilience
- This role requires a strong command of sales process and operational rigor, with the ability to drive team-wide consistency in pipeline management, activity, and revenue performance
- The ideal candidate will be familiar with structured sales methodologies (such as MEDPPICC, Challenger or Winning by Design) and will use the methodology consistently to enable value-based, impact-driven selling
- Success in this role requires a data-driven mindset—bringing precision to forecasting and balancing the dynamics of high-velocity sales with the complexities of enterprise engagement
- Minimum 2 years of experience managing a high-performing sales teams with an additional 5+ years of sales closing experience tied to strategic, value driven sales
- Previous exposure to navigating go-to-market transformation with a demonstrated ability to build commercial strategies that adapt to evolving product portfolios and buyer personas
- Proven ability to grow, coach, and lead high-performing sales teams with accountability to quota and KPIs
- Data-driven and highly analytical with strong command of Salesforce and modern sales tools including Gong, Outreach, Sales Navigator, etc
- Exceptional communicator and cross-functional collaborator capable of aligning diverse stakeholders around new strategies
- Comfortable working in a virtual-first, fast-paced, and ambiguous environment
- Bachelors Degree or equivalent required
- Background working in startup or scaling tech companies
- Demonstrated experience leveraging AI tools in the flow of work
- Experience working in several different size and stage of companies, from SMB to mid-market and enterprise level organizations
What the job involves
- Manage a team of account managers responsible for retention and growth targets across both transactional and enterprise motions
- Lead with a people-first mindset, setting a high bar while developing talent through a coaching and growth-focused approach
- Set team strategic direction while also engaging directly with reps—whether on calls or in deal strategy—to drive results
- Champion leading through ambiguity, building alignment, and creating a shared sense of purpose during go-to-market transformation
- Maintain a structured approach to managing team activity, pipeline health, and revenue outcomes, ensuring consistent execution and accountability
- Display ability to incorporate and coach to sales methodologies to drive value-based selling over transactional approaches
- Leverage data to forecast accurately and inform decisions, balancing high-velocity sales environments with complex enterprise deals
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: $607.4m
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
- Start building a successful 401K retirement plan with our dollar for dollar contribution match, up to $1,500 per quarter to a maximum of $6,000 per calendar year
Company HQ
Mission Bay, San Francisco, CA
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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