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Director, Global Sales Enablement

Dropbox

Role overview

Qualifications

  • 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

Responsibilities

  • Design and deliver global enablement programs that drive measurable revenue impact, tailored to regional and cultural nuances
  • Leverage performance data to diagnose gaps, identify root causes, and prioritize high-impact interventions
  • Develop role-based training and assets aligned to field needs and business priorities
  • Partner with Sales, RevOps, and executive leadership to align enablement with revenue goals and strategic initiatives

About the company

Dropbox logo

Dropbox

Computer Software / SaaS

Dropbox is the one place to keep life organized and keep work moving. With more than 700 million registered users across 180 countries, we're on a mission to design a more enlightened way of working. Dropbox is headquartered in San Francisco, CA, and has offices around the world. To learn more about working at Dropbox, visit dropbox.com/jobs We also have a few simple guidelines to keep this space respectful and productive. Please avoid: - Harassing other people or using language that’s hateful, offensive, vulgar, or advocates violence - Trolling, fraud and spamming - Violating someone else’s rights or privacy - Advertising or soliciting donations - Link baiting - Posting off topic comments or thread hijacking We may remove comments that violate these guidelines.

Company details

Company typeLarge
IndustryComputer Software / SaaS
Company size1001 - 5000

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Job description

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 Head of Revenue 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

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MR

Marcus Rivera

Chief Revenue Officer

m.rivera@company.com
linkedin.com/in/marcusrivera
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