Role Description

As the Manager, Account Management you bring a proven track record of leading high-performing sales teams, with at least two years of leadership experience across both transactional and enterprise customer lifecycles. The ideal candidate is a strategic thinker who’s also willing to get hands-on—joining calls, partnering on deal strategy, and helping reps win. They lead with a people-first, coaching-oriented approach, setting a high bar while developing talent and fostering growth. In a fast-paced tech environment, this person is agile in the face of change and thrives amid ambiguity, guiding teams with clarity and resilience.

This role requires a strong command of sales process and operational rigor, with the ability to drive team-wide consistency in pipeline management, activity, and revenue performance. The ideal candidate will be familiar with structured sales methodologies (such as MEDPPICC, Challenger or Winning by Design) and will use the methodology consistently to enable value-based, impact-driven selling. Success in this role requires a data-driven mindset—bringing precision to forecasting and balancing the dynamics of high-velocity sales with the complexities of enterprise engagement.

Responsibilities

• Manage a team of account managers responsible for retention and growth targets across both transactional and enterprise motions.
• Lead with a people-first mindset, setting a high bar while developing talent through a coaching and growth-focused approach.
• Set team strategic direction while also engaging directly with reps—whether on calls or in deal strategy—to drive results.
• Champion leading through ambiguity, building alignment, and creating a shared sense of purpose during go-to-market transformation.
• Maintain a structured approach to managing team activity, pipeline health, and revenue outcomes, ensuring consistent execution and accountability.
• Display ability to incorporate and coach to sales methodologies to drive value-based selling over transactional approaches.
• Leverage data to forecast accurately and inform decisions, balancing high-velocity sales environments with complex enterprise deals.

Requirements

• Minimum 2 years of experience managing a high-performing sales teams or 5+ years in a player/coach or mentorship role with attached revenue goals
• Previous exposure to navigating go-to-market transformation with a demonstrated ability to build commercial strategies that adapt to evolving product portfolios and buyer personas
• 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 including Gong, Outreach, Sales Navigator, etc.
• Exceptional communicator and cross-functional collaborator capable of aligning diverse stakeholders around new strategies
• Comfortable working in a virtual-first, fast-paced, and ambiguous environment
• Bachelors Degree or equivalent required

Preferred Qualifications

• Background working in startup or scaling tech companies
• Demonstrated experience leveraging AI tools in the flow of work
• Experience working in several different size and stage of companies, from SMB to mid-market and enterprise level organizations

Compensation

Company Description

Dropbox isn’t just a workplace—it’s a living lab for more enlightened ways of working. We're a global community of bold visionaries and resourceful doers who are shaping the future of Dropbox—and with it the future of work. Our Virtual First model combines the autonomy of a distributed workplace with the power of human connection, making space for both meaningful work and meaningful relationships. With our start-up mindset and enterprise-level opportunities, you can be who you are and grow into who you’re meant to be. Here, you can own your impact to make work more intuitive, joyful, and human—for you as a Dropboxer and for hundreds of millions of people worldwide. If you're ready to push boundaries—and yourself— Dropbox is ready for you.

Team Description

The Dropbox Sales and Channel Team brings the power of enlightened work to organizations worldwide. We develop relationships that transform how companies collaborate and stories that shape how they see Dropbox. We don’t just sell products—we create partnerships that help companies leverage Dropbox Business to ignite new ways of working. From crafting sales strategies to analyzing business performance, we work with senior leaders to develop insights, identify opportunities, and do the planning and execution necessary to drive growth. If you're excited about creating partnerships inside the organization and out, join the Sales team. Areas of work include Sales Enablement, Sales Analytics, Customer Success, Account Management, Business Development, Channel Partnerships, Enterprise Sales, and Sales Operations.

Dropbox is an equal opportunity employer. We are a welcoming place for everyone, and we do our best to make sure all people feel supported and connected at work. A big part of that effort is our support for members and allies of internal groups like Asians at Dropbox, BlackDropboxers, enABLE, TODOS (Latinx), Pridebox (LGBTQ), Vets at Dropbox, and Women at Dropbox.