Role DescriptionAs a Sales Manager on the Growth team, you will play a critical role in leading Dropbox’s shift from a PLG-led motion to a hybrid PLG → SLG model. You will lead a team responsible for driving expansion across our install base, while also helping define how we sell newer products like Dash. This role requires a balance of leadership, execution, and problem-solving. You will be expected to drive results today while building the operating rigor and sales motion needed for tomorrow. This is not a “run the playbook” role. You will help install the standards, coaching, and discipline required to evolve how the team sells, engages customers, and closes complex, multi-product deals. Responsibilities - Lead a team responsible for expansion, upsell and cross-sell revenue across both transactional and enterprise motions - Drive pipeline generation through outbound activity, account expansion, and partner engagement - Ensure the team is not reliant on renewals by building a strong culture of proactive pipeline creation - Maintain high standards for pipeline quality, deal progression, and execution - Enforce rigorous qualification and deal inspection frameworks (e.g., MEDDPICC, SPICED) - Lead accurate, accountable forecasting and uphold a high bar for deal validity - Coach reps on value-based selling, focusing on customer problems, impact, and differentiation (experience with Command of the Message or other frameworks preferred) - Drive transformation by refining ICP, messaging, and GTM for evolving products (e.g., Dash) - Enable multi-product, platform-oriented selling across complex enterprise deals - Collaborate cross-functionally with Product, Marketing, Customer Success, Solutions teams and leverage partners to accelerate pipeline and influence GTM strategy Requirements - 3–5+ years of sales leadership experience with an additional 6+ years of quota-carrying sales experience - Proven track record of driving pipeline generation and closing complex, enterprise SaaS deals - Deep experience with structured sales methodologies such as MEDDPICC, SPICED, or similar - Strong background in value selling frameworks such as Command of the Message or equivalent - Experience selling multi-product or platform-based enterprise solutions - Demonstrated success in outbound-driven environments and building pipeline from scratch - Hands-on leader who actively engages in deals, coaching, and execution - Strong deal inspector—able to quickly assess deal quality and coach reps to improve - High accountability leader who sets and enforces clear standards - Comfortable leading through ambiguity and driving change - Strong executive presence with the ability to engage senior stakeholders internally and externally - Strong command of Salesforce and modern sales tools (Gong, Outreach, Sales Navigator, etc.) - Data-driven approach to forecasting, pipeline management, and performance tracking Preferred Qualifications - Experience in a transformation environment (PLG → SLG or similar) - Background in startup or high-growth companies - Experience selling or leading teams selling AI or productivity tools - Track record of developing top-performing sales talent CompensationCanada Pay Range $307,300—$415,700 CAD

• Build, manage and own the process and quality assurance of a structured sales onboarding program, including a multi-week bootcamp to accelerate ramp time for sellers, 45-90-day certification milestones, and seller requirements. • Manage onboarding logistics and coordinate SME-led training sessions across Sales, Product, Marketing, and Operations (G&A). • Incorporate MEDDIC methodology into onboarding curriculum, including deal qualification expectations, training materials, and manager alignment sessions against our Tech Stack. • Build and maintain a centralized enablement resource repository: onboarding schedules, training recordings, product materials, MEDDIC resources, sales playbooks, ROI calculators, and battlecards. • Design, develop and deliver enablement content, training sessions, and reinforcement materials across the full sales lifecycle. • Own and execute enablement efforts and support the adoption of new tools, processes, and GTM strategies through change management and training. • Develop, maintain and track sales enablement accountability standards, how the sales organization is expected to engage with, apply, and be evaluated against enablement programs. • Define and track KPIs to measure program effectiveness; continuously optimize based on data and sales leadership feedback. • Partner with Sales Operations on tool adoption, CRM hygiene tied to enablement inputs, and Salesforce-integrated workflows. • Collaborate with leadership to support sales manager enablement and coaching frameworks. • Partner with Sales, Operations, Marketing, and Product to identify knowledge gaps and create targeted enablement and training solutions. • Maintain a consistent enablement calendar aligned to business priorities, product releases, industry and company events. • Support and execute change management and training efforts for new tools, GTM strategy shifts, and process rollouts.

• Manage sales data integrity, including CRM administration, and ensure accurate pipeline recordkeeping • Perform outreach and qualification activities for inbound leads • Develop, implement, and refine sales processes and best practices to improve team efficiency • Partner with Growth and Revenue leadership to create and track key performance indicators (KPIs) and sales goals • Analyze sales data to identify trends, opportunities, and areas for improvement • Support resource allocation for new business opportunities • Lead cross-functional projects to enhance sales tools, automation, and reporting capabilities

• The Sales Manager, Operations owns the sales operating system and is responsible for the day-to-day management of ETS's sales organization — not a direct seller, but accountable for $20M in team revenue production across inside sales, junior sales directors, sales directors, and senior sales directors. • Conduct regular 1:1s with all direct reports and own the full performance management lifecycle — reviews, PIPs, and terminations — in partnership with HR. • Manage PTO approvals, staffing coverage, and new hire ramp plans to ensure the team is consistently structured to support revenue targets. • Own the weekly revenue forecast and activity metrics, delivering a consistent reporting cadence to the executive team. • Maintain pipeline health, ensure opportunities are accurately staged and progressed toward close, and identify conversion bottlenecks (lead → meeting → close) to drive corrective action with leadership. • Own CRM hygiene standards and enforce consistent tracking of leads, accounts, and opportunities across the full sales org. • Own the sales operating cadence, SOPs, and playbooks — ensuring processes are documented, consistently followed, and scalable as ETS grows. • Own sales intake standards (SQLs) and handoff readiness to ensure deals are operations-ready at close, reducing downstream friction and rework. • Serve as the operational point of contact between sales, marketing, and operations to ensure qualified lead flow and alignment on pipeline and capacity.