USD per year
Director, Global Sales Enablement
Role Description
The Director of Sales Enablement will drive revenue growth by designing and running targeted enablement programs that measurably improve seller performance. This role uses data and field insights to identify performance gaps, optimize sales motions, and deliver training, content, and programs that help sellers execute against business priorities. The Director leads a cross-functional enablement team and partners closely with Sales, RevOps, Product, and Marketing to ensure programs are tightly aligned to revenue targets and deliver provable impact. They will report directly to the VP of Sales Strategy & GTM Operations. Enablement is the bridge between strategy and seller execution and ensures:
- The field knows what to do, when to do it, and how to do it well
- Sales priorities translate into consistent behaviors across segments/regions
- Leaders have visibility into what’s working, what’s not, and what to change
Responsibilities
Core Responsibilities
Program Leadership: Design and deliver global enablement programs that drive measurable revenue impact, tailored to regional and cultural nuances Insights & Analytics: Leverage performance data to diagnose gaps, identify root causes, and prioritize high-impact interventions Training & Content Strategy: Develop role-based training and assets aligned to field needs and business priorities Cross-Functional Alignment: Partner with Sales, RevOps, and executive leadership to align enablement with revenue goals and strategic initiatives Impact & Optimization: Track adoption and outcomes; continuously refine strategy, messaging, and delivery to maximize effectiveness
Core Programs
New Hire Ramp: Structured onboarding, time-to-productivity plans, certification, and manager reinforcement Sales Process & ROEs: Define, document, and scale sales processes and rules of engagement in partnership with Sales and RevOps Field Enablement (Multi-Role): Deliver role-specific onboarding, plays, and reinforcement across Sales, Channel, Solutions, and Customer Success—aligned to a unified GTM motion Playbooks: Translate priority motions (new logo, expansion, vertical, competitive) into clear actionable playbooks with defined stages exit criteria roles tooling signals required assets Launch Readiness: Drive field readiness for product pricing packaging updates (talk tracks discovery guides objection handling FAQs) Skills & Methodology: Embed consistent selling disciplines (discovery value selling SPICED or equivalent negotiation mutual action plans forecasting) AI and Agent assist: ID where to best leverage AI to scale enablement programs increase time information reduce time out field. Manager Enablement: Equip frontline leaders coaching frameworks scorecards inspection rhythms. Reinforcement & Communications: Sustain behavior change recurring learning office hours certification refreshers structured field communications.
Requirements
- Strong program leadership experience in revenue organizations (PLG SLG)
- Analytical skills leveraging data diagnosis root cause identification prioritization high-impact interventions.
- Ability influence without authority across cross-functional teams.
- Excellent communication judgment content creation skills.
- Operational rigor managing multiple projects deadlines.
- Familiarity enablement tools such as Gong Highspot AI technologies.
- Player-coach mindset balancing hands-on execution leadership development.
Preferred Qualifications
- Experience scaling enablement leadership multi-segment global sales organizations.
- Strong operating muscle driving GTM motions.
- Fluency GTM motion measurement credibility change leadership.
Compensation
Salary OTE plus corporate bonus or sales incentive RSUs.
Company Description
Dropbox Virtual First company focused enlightened work combining autonomy human connection encourages critical thinking use modern tools including AI emphasizes diversity inclusion.
Team Description
Dropbox Sales Channel Team focuses new sales acquisition account management channel partnerships sales planning forecasting customer enablement.
Virtual First
Dropbox’s Virtual First model supports remote work flexible schedules emphasizing asynchronous communication role requires 5–10% travel offsites team gatherings.
Dropbox helps find, organize, and protect work with products like Dropbox Dash, offering advanced search for video, images, and team members plus generative AI capabilities. It provides cloud storage, secure file sharing, collaboration tools, and industry-specific solutions for construction, media, technology, professional services, manufacturing, and education. Security features include encryption, tamper-proof documents, version history, and recovery.
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