Role Description
Dropbox is seeking a Regional Sales Lead to lead and transform our sales efforts across the UK and Ireland, with a specific focus on evolving our go-to-market approach and strategy.
This is a senior, high-impact leadership role ideal for someone who thrives in ambiguous, changing environments, understands how to sell multiple product lines, and has a proven track record of transforming teams and driving growth in evolving sales landscapes. You will not only lead account expansion and retention efforts, but also shape how we engage with customers, partners, and routes to market. You’ll play a critical role in rethinking sales execution in Dropbox’s next phase navigating change, scaling programs, and developing high-performing sales talent capable of adapting to a shifting SaaS landscape.
Responsibilities
- Own revenue growth, retention, and customer success across a portfolio of direct and channel-driven accounts in the UKI region.
- Lead sales in a blended direct + channel model driving adoption of new tools, motion changes, and commercial models.
- Develop and coach a team of Account Managers and Channel Sales Managers, building leadership bench strength and fostering a performance-driven, customer-first culture.
- Design and refine go-to-market plans that align to evolving Dropbox product offerings including multi-product solution selling and Cloud Marketplace integrations.
- Proactively manage risk across renewals and expansions, building resolution strategies early and reinforcing customer value.
- Establish operational excellence through rigorous forecasting, territory planning, and pipeline discipline leveraging Salesforce and partnering closely with Sales Ops and Marketing.
- Identify and develop strategic channel partners, co-selling motions, and indirect revenue streams to expand Dropbox’s reach in the UKI market.
- Serve as a cross-functional leader collaborating across Marketing, GTM Strategy, Customer Success, and Product to unlock market opportunities.
- Provide executive-level visibility to EMEA leadership, acting as a strategic voice on regional dynamics, channel development, and long-term growth plays.
- Champion leading through ambiguity, building alignment, and creating a shared sense of purpose during go-to-market transformation.
Requirements
- 10+ years of technology sales experience, including minimum 5 years leadership experience, selling to or through both direct and indirect (channel) motions
- Background working in startup or scaling tech companies
- Strong experience managing teams through go-to-market transformation, especially moving from direct to channel, or adapting to new product portfolios
- Demonstrated success in the UKI region, with an understanding of how to navigate enterprise accounts and partner ecosystems
- Proven ability to grow, coach, and lead high-performing sales teams with accountability to quota and KPIs
- Data-driven and highly analytical with strong command of Salesforce and modern sales tools
- Exceptional communicator and cross-functional collaborator capable of aligning diverse stakeholders around new strategies
- Ability to build commercial strategies that adapt to evolving product portfolios and buyer personas
- Comfortable working in a virtual-first, fast-paced, and ambiguous environment
Preferred Qualifications
- Experience with Cloud Marketplaces, SaaS bundling, or platform solution sales
- Prior channel transformation or sales reorg/change management experience
- Positioning new products into market
- Experience with multi-product B2B SaaS sales
- Strong understanding of the evolving reseller and MSP ecosystem in the UKI region
- Demonstrated experience leveraging AI tools in the flow of work
