Head of Scaled Sales

Join Dropbox as the Head of Scaled Sales, a foundational leadership role focused on building and leading a sales-assisted growth motion from the ground up. This position requires a strong operator mindset, deep fluency in product-led growth, and a clear understanding of how to balance AI and human judgment to improve outcomes at scale. The successful candidate will design and implement a self-serve segmentation model, develop a data-driven targeting strategy, and work cross-functionally with marketing to deliver targeted campaigns. Additionally, they will define how AI should be deployed across the scaled sales motion and establish clear operating rhythms and performance metrics.

• Construire et diriger le mouvement de croissance assistée par les ventes de l'entreprise, en concevant la segmentation, la couverture et les systèmes d'expérimentation.
• Développer et mettre en œuvre un modèle de segmentation pour identifier les bons clients pour le bon mouvement de vente, maximisant l'efficacité des coûts et la conversion.
• Collaborer étroitement avec les équipes de marketing, de science des données et d'analytique des ventes pour développer et opérationnaliser une stratégie de ciblage basée sur les données.
• Strong analytical fluency with the ability to define success metrics, inspect performance, identify root causes, and make data-driven decisions
• Experience designing and evaluating experimentation frameworks to test GTM hypotheses and improve business performance over time
• Proven track record designing or scaling segmentation, coverage, or targeting models that improved conversion, efficiency, or expansion outcomes
• Strong executive communication and cross-functional influence skills, with the ability to align stakeholders around new ways of working
• 10+ years of experience in SaaS sales, revenue strategy, growth, or go-to-market leadership, including experience in scaled, high-velocity, or hybrid PLG and sales-assisted environments
• Demonstrated success building new programs, motions, or teams from the ground up in ambiguous, fast-changing environments
• Experience partnering closely with analytics, data science, marketing, and sales operations teams to translate insights into GTM execution
• Experience building or leading a PLG-assist or sales-assisted growth motion in a multi-product SaaS company
• Experience applying AI or automation to improve sales productivity, targeting precision, or customer engagement outcomes
• Background in both strategy and execution, with comfort moving between high-level GTM design and hands-on operational problem solving
• Familiarity with customer lifecycle marketing, product signals, and expansion motions within self-serve or managed funnels
• Experience in environments undergoing GTM transformation, including introducing new motions, redefining ownership boundaries, or building new operating models