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Role Description
As 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
- 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
- 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
Canada Pay Range
$307,300—$415,700 CAD
What you need to know about the Ottawa Tech Scene
The capital city of Canada and the nation's fourth-largest urban area, Ottawa has proven a rapidly growing global tech hub. With over 1,800 tech companies, many of which are leaders in their sectors, the city's tech talent now makes up more than 13 percent of its total workforce. This growth is driven not only by the big players like UL Solutions and Dropbox, but also by a thriving startup ecosystem, as new businesses emerge to follow in the footsteps of those that came before them.
