Role Description

As a critical leader on the Integrated Marketing team, the SDR Lead will partner with stakeholders across Dropbox’s marketing, sales, operations, and analytics teams to build a world-class top of funnel operations and SDR team to power our B2B business. The ideal candidate will have a strong understanding of B2B marketing, sales, and sales development. This role will closely collaborate with marketing, sales, vendor teams, product, and IT teams to align lead management strategies and best practices across the organization.

Responsibilities

• Manage direct reports and the relationship between Integrated Marketing and SDR teams
• Coordinate with all teams involved in generating and working MQLs and S1 opportunities including (but not limited to) Integrated Marketing, Commercial Strategy & Ops, and Sales to ensure the following:
• MQL conversions to S1 and S2 opportunities continue to increase.
• SDRs and sales reps have context on the MQLs and S1s they receive in order to facilitate exceptional prospect/customer experiences.
• Conversion rate reporting is accurate and sufficiently granular to allow Marketing and Sales teams to consistently improve conversion rates.
• Partnering with Sales Strategy and MOPs to establish and implement rules of engagement and clear lead routing requirements.
• Partner with MOPS as a key stakeholder in lead and account scoring programs in order to continually improve the accuracy of our scoring and better align the definition of MQL with sales readiness.

Requirements

• 5+ years of experience in B2B SaaS sales
• 2+ years leading a B2B SaaS sales development program
• Salesforce CRM experience as a power user
• Experience using Outreach.io or equivalent (Salesloft, Groove, MixMax, Etc)
• Experience using Gong or equivalent call recording and coaching tools
• Strong passion for top of funnel B2B operations, consistently seeking to improve handoffs and conversion rates
• Ability to provide detailed, constructive feedback to direct reports as well as strategic partners
• Detail-oriented, operationally disciplined, and highly analytical
• Excellent collaboration skills, adept at managing stakeholders and working effectively within cross-functional teams
• Able to communicate effectively and precisely across a wide spectrum of technical and non-technical stakeholders in varying levels and functions

Preferred Qualifications

• In-depth knowledge of lead generation, lead funnel strategy and sales acceleration best practices
• Certifications in Salesforce, Outreach, Gong or other sales systems is a plus
• Experience in launching and implementing AI tools and agents to transform workflows and analytics preferred

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 Marketing Team shows the world how Dropbox makes work better. We're storytellers and strategists, exploring new ways to connect our products with the people who need them. From product launches to campaign strategy, positioning to digital marketing, we blend creativity with data-driven insights to build our brand and grow our impact. Working across disciplines, you will tap into your own inventiveness while collaborating with teams throughout the organization, including Product, Sales and Engineering. If you're excited about translating complex technologies into engaging narratives and shaping how the world understands and experiences Dropbox, join our Marketing team. Areas of work include Digital Marketing, Brand Strategy, Content Marketing, Product Marketing, Campaign Marketing, SaaS Marketing, Growth Marketing, Marketing Operations, and Customer Insights.

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.