Salary 30 - 50 CAD Company Dropbox Website https://www.dropbox.com Headquarters CEO Revenue Type Sector Founded
Job Description Company DescriptionDropbox is a special place where we are all seeking to fulfill our mission to design a more enlightened way of working. We’re looking for innovative talent to join us on our journey. The words shared by our founders at the start of Dropbox still ring true today.Wouldn’t it be great if our working environment—and the tools we use—were designed with people’s actual needs in mind? Imagine if every minute at work were well spent—if we could focus and spend our time on the things that matter. This is possible, and Dropbox is connecting the dots.The nearly 3,000 Dropboxers around the world have helped make Dropbox a living workspace - the place where people come together and their ideas come to life. Our 700+ million global users have been some of our best salespeople, and they have helped us acquire customers with incredible efficiency. As a result, we reached a billion dollar revenue run rate faster than any software-as-a-service company in history.Dropbox is making the dream of a fulfilling and seamless work life a reality. We hope you’ll join us on the journey.Team DescriptionOur Business Strategy & Operations team sets and drives key business initiatives across the company. We complement and support product, engineering, sales, and marketing teams across three critical areas: corporate and business unit strategy, business planning and sales operations, and business systems and tools development.Role DescriptionThe Strategic Vendor Partner (SVP) team leverages third party service providers (BPOs) to support Dropbox sales at scale across a variety of sales motions. We are looking for a strong program leader to oversee our Sales Chat Program.The Sales Chat Program facilitates high velocity small deals stemming from inbound website or in-product chats and supports pipeline generation for internal sellers for more complex deals across multiple product lines. The program is managed through a long standing partnership with a service provider with outsourced sales teams based in North America, Europe, Australia and the Philippines.In this role, you’ll manage all elements of the sales chat program including forecasting & revenue attainment. You’ll identify ways to grow the program with an eye toward ROI by building strong partnerships internally and externally, leveraging qualitative & quantitative insights, identifying & solving for friction points, and actioning on growth opportunities. You will partner closely with our Vendor PoCs, enabling them to deliver the best results and representing Dropbox’s interest.You’ll be a great fit for this role if you’re excited about leading a major revenue driving program, experience running high velocity sales motions, and have a passion for optimization and growth. You should be comfortable taking calculated risks, love engaging with a wide variety of internal and external partners, and have a passion for helping other grow by leading by example.ResponsibilitiesProgram LeadershipOversee the chat program for all products including participating in devising strategy that will best leverage the resources available.Own the program’s revenue attainment ensuring quotas are distributed accurately, forecasting monthly / quarterly performance, and participating in establishing strategies to minimize risks to revenue attainment.Act as driver when performance is down leading root causes analysis, back on track plans and progress reviews.Act as a change/transformation champion. Managing transformation projects including creating workback plans, aligning stakeholder, collaborating with cross functional partners, providing regular updates to leadership, and ensuring timelines are met.Identify areas of potential growth and optimization with an eye toward reducing friction, implementing technology / automation to drive improved performance, and ROI.Participate with your manager and senior leadership in growth strategy discussions, provide recommendations and inform decisions with data.Inform and advise on annual contract renewals, Vendor SLA targets and performance.Program OperationsMonitor and analyze performance data to uncover statistically significant metrics or trends that have a direct impact to the program’s output.Own and develop the relationship with your Vendor PoCs including, leading regular performance conversations, actively engaging in XBRs, communicating Dropbox decisions, and addressing high level concerns or escalations proactively.Develop a deep understanding of the processes for each sides of the chat motion and effectively flag/escalate issues or bottlenecks.Own creation and documentation of executive briefing docs, stakeholder feedback, playbooks and process docs.Represent the program internally. Participate in strategic decisions, downstream impacts of business changes and executive presentations.Build strong internal partnerships with stakeholders. Proactively share program successes and growth opportunities, develop feedback loops with sales, marketing, and product, stay ahead of upcoming product changes and how they will impact the team, and be an advocate for the program.RequirementsExperience running high velocity sales teams or programs, preferably at scale (70+ Reps)Deep understand of sales/marketing/inbound funnels and a proven track record of driving revenue attainment.SaaS GTM and business model experience (e.g. knowledge of buyer experiences, SaaS metrics, Trial to Paid Conversion, etc)Customer focused with an ability to decipher and trend customer needs.Experience collaborating with Sales Enablement around sales performance upskilling/training such as objections handeling, positioning, competitive battle-cards etc.Strong planning project management skills with a history of managing a projects from inception through implementation with multiple stakeholders. Ability to look ahead to meet regular deadlines and prevent last minute fire drills.A demonstrable history of using data to answer tough questions and tell a story.Strong desire to take initiative; you thrive on change and are comfortable with ambiguityStrong executive communication skills, both written and verbal.A team player who is motivated by the success of the company and program.Experience delivering transformation or change management projects within go-to-market functionsUnderstanding of go-to-market functions and associated dependencies (e.g. data, process, tools / technology) that encompass a successful GTMDropbox 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). Apply Go Back