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.
- Minimum 2 years of experience managing a high-performing sales team with an additional 5+ years of sales closing experience tied to strategic, value driven sales
- 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
- 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
US Zone 1
This role is not available in Zone 1
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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 flexibility 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.
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