Director GTM Strategy & Intelligence

Dropbox

 
Our Commercial Strategy & Operations (CSO) team are responsible for driving operational excellence and profitable growth across all of Dropbox’s commercial functions. This is achieved through globally aligned and scalable data driven processes and insights.
As the global Head of Revenue Strategy & Intelligence you will be responsible for both long range (3+ year horizon), annual, and in year integrated revenue strategic planning in partnership with Dropbox’s seasoned commercial leaders, finance, and other relevant cross functional planning teams.  You will also partner cross functionally within and outside of CSO to ensure that key strategic initiatives are implemented smoothly.  This role is a broad strategic leadership opportunity to develop insights on key revenue drivers and trends and bring together teams of sales strategists, go-to-market intelligence analysts and data scientists, and revenue productivity and enablement professionals to drive profitable growth for our ever evolving and growing commercial business.  If you are insatiably curious, excited about using facts and data to define strategy that scale businesses and teams, and to drive growth through highly integrated cross functional analysis and planning – learning all along the way from (and with) seasoned sales & marketing leaders, we would like to talk to you!

Responsibilities

  • Work closely with Dropbox’s sales and marketing leadership to define commercially relevant first principle strategic questions and uncover business insights to define strategies that deliver profitable revenue growth, grounded in operational reality
  • Be a thought leader with seasoned sales and marketing leadership, define and monitor KPIs to consistently measure and communicate results, insights, and recommendations on the effectiveness / productivity of our commercial business (Inbound, Outbound, Channel, Vendor sales) to senior leaders on a regular cadence
  • Drive high priority initiatives including (but not limited to) long range and annual commercial strategic planning, input to pricing & packaging strategies, sales resource planning and rules of engagement definition, territory optimization, quota setting, lead routing optimization, revenue productivity analysis, pipeline and forecast modeling 
  • Build investment business cases, secure alignment, and provide leading indicators to commercial and cross functional leaders that ensure investments are on track
  • Foster a culture of impact, discipline around KPIs, rapid iteration, and clear, effective, and prioritized communication of insights
  • Effectively lead, manage, coach and develop a team of analysts, data scientists, sales strategists, and revenue productivity and enablement professionals to drive the success of the team

Requirements 

  • 10+ years of experience with strategy, revenue or corporate planning, and analytics
  • Leadership, energy, presence, passion, discipline and influencing skills
  • Detailed knowledge of SaaS marketing and sales cycles and buyer behaviors 
  • Strong analytical skills and experience in developing and implementing strategies with clear business impact through a data driven approach.
  • Strong relationship-building skills and experience working closely with senior executives.
  • Proven ability to recruit, build, develop and coach high-performing analytical and strategy focused teams
  • Excellent communication skills: written, verbal, and visual