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Remote - US; Remote - Canada

Director, Commercial Center of Excellence

Company Description

Dropbox is a leading global collaboration platform that's transforming the way people work together, from the smallest business to the largest enterprise. With more than 500 million registered users across more than 180 countries, our mission is to design a more enlightened way of working. From our headquarters in San Francisco to eight dedicated Studios and a worldwide team of employees who choose where they work best, our Virtual First approach is leading the way into the future of work.

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.

Job Description

We’re looking for an enthusiastic leader to join us with the experience necessary to own, develop and manage the people and resources aligned to our newly established Dropbox Commercial Centre of Excellence.
Aligning to our Commercial Strategy & Operations (CSO) organization, this role will be responsible for establishing, leading and growing a team of dedicated commercial program and project professionals delivering value across all areas of Dropbox’s commercial go to market motions in support of scaled profitable growth.
If you have a can-do, collaborative style, with an understanding of how to analyze, design and execute business aligned, purpose-built, practical and scalable programs in a dynamic startup like environment, you will excel in this role. We are rapidly building, changing, and growing our commercial business and are looking for a leader with commercial experience who loves to build for scale with a strong desire to learn from seasoned sales and marketing leaders as you help us grow!

Responsibilities

  • You will be responsible for building the necessary strategic and tactical foundations and infrastructure to support and grow the newly established Dropbox Commercial Center of Excellence function 
  • This will include bringing together a selection of the brightest and best Program & Project Managers from across our commercial organization with backgrounds in all our routes to market and selling stages to create a unified vision, strategy & roadmap for this team
  • Your team will be responsible for scoping, designing, and delivering a wide range of purpose-built programs and strategic & business critical initiatives across direct sales, indirect sales, strategic vendors, post-sales, and cross route-to-market initiatives (e.g. acquisition integration) to advance the strategies of our commercial motions and implement both incremental and transformational change
  • Your team will also be responsible for partnering across the CSO team and business stakeholders to systematically identify, scope, and partner to remove friction from commercial interactions for our prospects, customers, sellers, and channel and vendor partners 
  • You will identify and execute opportunities to codify repeatable playbooks for commercial go-to-market priorities (e.g. new product introduction, ‘back office’ acquisition discovery and integration planning requirements, new pricing & packaging initiatives, etc) accelerating the pace and predictability of implementation and commercial outcomes 
  • You will own, lead, and report to leadership on a significant portfolio of high-impact, cross-functional projects delivering operational excellence across the seller, customer, and partner experiences
  • You will play a key role in go to market planning and execution in partnership with commercial owners, the go-to-market strategy & intelligence team, finance, and planning partners
  • You will monitor leading practices and trends in relevant commercial motions and proactively identify opportunities to recommend to commercial leaders and / or support or bring new information to commercial decisions to drive new or expanded growth

Requirements 

  • 10+ years of proven program and portfolio leadership within commercial functions
  • Experience as a manager of managers and senior individual contributors; with leadership, mentoring, coaching and staff development skills 
  • You have a strong background in building, delivering and managing a portfolio of purpose-built successful programs and initiatives in a reputable software company with a track record of exceeding ambitious goals/objectives with positive ROI
  • Firsthand experience with commercial strategy & operations functions, preferably within SaaS or hybrid business model technology companies 
  • You are ambitious and creative, with the capability to translate commercial strategy and leadership requirements into a balanced and resourced portfolio 
  • Skilled at using facts and data to drive decision making as well as organization and prioritization
  • Experience prioritizing, aligning and driving both incremental and transformational change 
  • Proven experience in building relationships at both executive and operational levels, leading both directly and through influence 
  • Excellent communication skills: written, verbal, and visual

Total Rewards

For candidates hired in Colorado, the expected salary/On-Target Earnings (OTE) range for the role is $204,500 - $240,600 - $276,700.
 
This salary/OTE range represents the low, middle, and high end of the salary or OTE (Sales roles) range for this position, and is subject to change. To determine a Dropboxer’s starting pay we carefully consider a variety of factors, including primary work location and an evaluation of a candidate’s skills, experience, market demands, and internal parity. This position may be considered a promotional opportunity.
 
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 committed to investing in the holistic health and wellbeing of all Dropboxers and their families. Our benefits and perks programs include, but are not limited to:
  • Competitive medical, dental and vision coverage
  • (US Only) Competitive 401(k) Plan with a generous company match and immediate vesting
  • Flexible Time Off/Paid Time Off, paid holidays, 11 Company-wide PTO days, Volunteer time off and more
  • Protection Plans including; Life Insurance, Disability Insurance and Travel benefit plans
  • Perks Allowance to be used on what matters most to you, whether that’s wellness, learning and development, food & groceries, and much more
  • Parental benefits including; Parental Leave, Child and Adult Care, Day Care FSA (US Only), Fertility Benefits (US Only), Adoption and Surrogacy support and Lactation Support
  • Mental Health and Wellness benefits
  • Free Dropbox space for your friends and family
Additional benefits details are available upon request.
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).

Other open positions

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.