Dropbox is a Virtual First company. For this role, we are hiring in Zones 2 and 3. Please refer to our Compensation section below to see what neighborhoods fall under each Zone.

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, and required assets
• Launch Readiness: Drive field readiness for product, pricing, and 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 and increase time to information and reduce time out of the field.
• Manager Enablement: Equip frontline leaders with coaching frameworks, scorecards, and inspection rhythms
• Reinforcement & Communications: Sustain behavior change through recurring learning, office hours, certification refreshers, and structured field communications

Requirements

• Strong program leadership and change management in a revenue org in both PLG and SLG environments
• Analytical and comfortable diagnosing performance issues with data
• Ability to influence with or without authority
• Excellent communication and content judgment; knows how to simplify and drive adoption
• Operational rigor — can prioritize, say no, and run repeatable processes
• Familiarity with enablement based tools (e.g., Gong, Highspot) and emerging AI tech
• Player-coach mindset: develops a team while still driving outcomes

Preferred Qualifications

• Scaled enablement leadership: Led enablement for a multi-segment and/or global sales org; comfortable designing programs that work across regions.

• Strong operating muscle: Experience standing up intake/prioritization, governance, and program management discipline (not just training).

• GTM motion fluency: Familiar with enterprise + commercial motions (and PLG-to-sales assisted handoffs if relevant).

• Measurement credibility: Demonstrated ability to tie enablement to measurable outcomes and influence RevOps instrumentation.

• Change leadership: Track record driving adoption through managers and leadership systems, not just content delivery.

Compensation

US Zone 1

This role is not available in Zone 1

US Zone 2

$190,500—$257,700 USD

US Zone 3

$169,300—$229,100 USD

• US Zone 1: San Francisco metro, New York City metro, or Seattle metro
• US Zone 2: California (outside SF metro), Colorado, Connecticut (outside NYC metro), Delaware, Illinois (Chicago metro), Indiana (Chicago metro), Maryland, Massachusetts, Michigan (Chicago metro), New Hampshire, New Jersey (outside NYC metro), New York (outside NYC metro), Oregon, Pennsylvania (D.C. metro), Pennsylvania (outside NYC metro), Texas (Austin metro) Virginia (DC metro), Washington (outside Seattle metro), Washington DC metro, West Virginia (DC metro), Wisconsin (Chicago metro)
• US Zone 3: All other US locations

Company Description

Dropbox isn’t just a workplace—it’s a living lab for designing a more enlightened way of working. We’re a global community of bold visionaries and resourceful doers shaping the future of Dropbox and, in turn, the future of work. Our Virtual First model combines the autonomy of a distributed workplace with the power of human connection, creating space for meaningful work and lasting relationships. With a startup mindset and enterprise-level opportunities, we expect Dropbox employees to think critically, stay curious, and use modern tools, including AI, to improve how work gets done. Here, you can be who you are and grow into who you’re meant to be. You own your impact, helping make work more intuitive, joyful, and human for yourself and hundreds of millions of people worldwide. If you’re ready to push boundaries and challenge yourself, Dropbox is ready for you.

Team Description

The Dropbox Sales and Channel Team brings the power of enlightened work to organizations worldwide. We deliver solutions that transform how companies collaborate. 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 our customers, channel partners, and business decision makers 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.

Virtual First

Dropbox’s Virtual First way of working is designed to help people do their best work with flexibility, autonomy, and connection. Day to day, teams work remotely with nonlinear schedules and core collaboration hours that support deep focus and individual working styles. We prioritize asynchronous communication to improve clarity, respect deep work time, and reduce unnecessary meetings. While remote work is the primary experience for our employees, we also prioritize intentional, in-person connection. We bring teams together through regular team gatherings, on-demand workspaces, and Dropbox Neighborhood events in order to strengthen team cohesion, foster creativity, and enhance momentum. Virtual First is built to provide the same access to opportunity, growth, and impact for everyone, regardless of location.

This role requires travel to offsites and various other team gatherings (approximately 5-10% of the year or 2-3 days per quarter). We provide advance notice when possible and encourage candidates to discuss any accommodation needs during the interview process.

Dropbox supports responsible use of AI for preparation, but misrepresentation of skills or experience is not permitted. See our AI Principles.

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.