Director, Global Sales Enablement
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Job Description
Dropbox Director leading global sales enablement programs. Improving seller performance through analytics, training, playbooks, process design, and cross-functional revenue alignment.
Responsibilities:
- Drive revenue growth by designing and running targeted sales enablement programs that improve seller performance
- Use data and field insights to identify performance gaps and optimize sales motions
- Deliver training, content, and programs aligned with business priorities
- Lead a cross-functional enablement team and partner with Sales, RevOps, Product, Marketing, and executive leadership
- Report directly to the Head of Revenue Operations
- Design and deliver global enablement programs tailored to regional and cultural nuances
- Diagnose performance gaps, identify root causes, and prioritize high-impact interventions
- Develop role-based training and enablement assets
- Track adoption and outcomes; refine strategy, messaging, and delivery
- Lead new-hire ramp, onboarding, certification, and manager reinforcement programs
- Define, document, and scale sales processes and rules of engagement
- Deliver role-specific onboarding, plays, and reinforcement across Sales, Channel, Solutions, and Customer Success
- Create actionable playbooks for priority sales motions
- Drive field readiness for product, pricing, and packaging updates
- Embed selling disciplines including discovery, value selling, SPICED or equivalent, negotiation, mutual action plans, and forecasting
- Identify opportunities to leverage AI and agent assist
- Equip frontline leaders with coaching frameworks, scorecards, and inspection rhythms
- Sustain behavior change through recurring learning, office hours, certification refreshers, and structured field communications
Requirements:
- Strong program leadership and change management in a revenue organization across PLG and SLG environments
- Analytical ability to diagnose performance issues with data
- Ability to influence with or without authority
- Excellent communication and content judgment
- Operational rigor and ability to run repeatable processes
- Familiarity with enablement tools such as Gong and Highspot, and emerging AI technology
- Player-coach mindset: develop a team while driving outcomes
- Preferred: experience leading enablement for a multi-segment and/or global sales organization
- Preferred: experience establishing intake/prioritization, governance, and program management discipline
- Preferred: familiarity with enterprise and commercial motions
- Preferred: ability to tie enablement to measurable outcomes and influence RevOps instrumentation
- Preferred: track record driving adoption through managers and leadership systems
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