What is the type of contract for this position?

The contract for this position is a Full-time contract

What's the salary range for the Director, Product Marketing - Sales Enablement position?

The suggested salary for this position is $225,300-$265,100

Is telecommuting possible for this position?

Yes, telecommuting is possible for this position

Director, Product Marketing

Role Description

As Director, Product Marketing, Sales Enablement you will lead a talented team of Product Marketing Managers responsible for developing and executing strategies to empower our sales teams with the buyer, solution, and competitive knowledge they need to achieve and exceed their targets. You will play a crucial role in aligning sales and marketing efforts, partnering with Revenue Enablement to enhance sales productivity, and driving revenue growth.

uild. You’ll have the opportunity to build the vision, focus, and future for this team, from the ground up.
Define. You’ll help define a company-wide segmentation that can be used to answer the question “who am I selling to?”. You’ll guide the team to deeply understand our customers, industry, and verticals. Your team will understand our customer’s pain points and define a point of view for how to address them.
Design. You’ll design impactful enablement programs to help our sales teams communicate the value of Dropbox and become proficient in telling the Dropbox story—to the right audience. You’ll work with your team to define, propose, and determine the sales plays, pitch decks, and more to enable success.

Responsibilities

Partner with Sales Strategy and determine the customer segments to focus on to drive revenue
Build compelling and customer-centric narratives for our sales teams to use when engaging with customers of various sizes, including industry and vertical specific narratives
Build innovative sales tools and marketing assets, including pitch decks, discovery questions, data sheets, and ebooks to help our sales and demand generation teams clearly communicate our message.
Equip the sales team with the necessary knowledge about markets, buyers, Dropbox and its offerings, and the competition to effectively communicate the value of Dropbox solutions to customers and prospects.
Work with our Customer Marketing team to develop informative customer case studies which communicate the value proposition of Dropbox. Develop digital solutions that can be used to drive a multi-touch buying journey that helps to educate the buyer, while reducing the time to close.
Collaborate and with Revenue Enablement to organize and centralize sales resources in Highspot and other tools for easy access and utilization by the sales team. Regularly update and maintain content to reflect changes in product offerings, competitive landscape, and customer needs.
Work closely with the demand generation team to develop and execute marketing campaigns that drive awareness, consideration, and adoption of Dropbox solutions.
Collaborate closely with subject matter experts, product managers, and other stakeholders to develop engaging and persuasive content tailored to sales, business development, and customer success needs.
Foster strong relationships with revenue enablement, field marketing, sales, customer success, sales engineering, and other teams to drive effective collaboration and alignment of marketing efforts.
Partner with Revenue Enablement to deliver training programs, workshops, and materials to enhance the teams' understanding of product features, use cases, competitive positioning, and customer benefits.
Partner with product marketing managers and competitive intelligence managers to conduct competitive analysis to position Dropbox solutions effectively in the market and differentiate them from competitors.
Partner with Revenue Enablement to establish metrics and KPIs to measure the impact of sales knowledge enablement efforts on revenue growth and customer success.

Basic Qualifications

Deep understanding of the sales process, customer behavior, and market trends
10+ years leadership experience, with 6+ years working closely with sales
Excellent leadership and communication skills, with the ability to influence and collaborate cross-functionally.
Strong marketing competencies across strategic planning, content creation, sales enablement, and performance reporting
Familiarity with sales enablement technologies, CRM systems, and analytics tools
Experience partnering with Sales, Productivity, Customer Success, and Marketing Operations teams
Excellent communication skills (written, verbal, visual), both for internal audiences and customer-facing messaging
Strong analytical skills, with demonstrated capabilities interpreting data and qualitative research and distilling into actionable key takeaways
Experience leading high performing teams

Preferred Qualifications

Worked in SaaS productivity or related product category
Experience in creating and/or implementing customer-centric sales methodologies and approaches a plus
Direct sales experience, sales enablement, or customer-facing experience a plus — to establish credibility with sellers
Experience with multi-route GTM enablement strategy a plus. Additionally, experience navigating a transition in business model (e.g., Adobe moving from box licensing to SaaS).
Master’s degree/MBA a plus

Total Rewards

For candidates hired in San Francisco metro, New York City metro, or Seattle metro, the expected salary/On-Target Earnings (OTE) range for the role is currently $225,300 - $265,100 - $304,900.

For candidates hired in the following locations: Austin (TX) metro, Chicago metro, California (outside SF metro), Colorado, Connecticut (outside NYC metro), Delaware, Massachusetts, New Hampshire, New York (outside NYC metro), Oregon, Pennsylvania (outside NYC or DC metro), Washington (outside Seattle metro) and Washington DC metro, the expected salary/On-Target Earnings (OTE) range for the role is currently $202,800 - $238,600 - $274,400.

For candidates hired in all other US locations, the expected salary/On-Target Earnings (OTE) range for this role is currently $180,300 - $212,100 - $243,900.

Range(s) is subject to change. Dropbox takes a number of factors into account when determining individual starting pay, including job and level they are hired into, location/metropolitan area, skillset, and peer compensation. Dropbox uses the zip code of an employee’s remote work location to determine which metropolitan pay range we use.

Salary/OTE is just one component of Dropbox’s total rewards package. All regular employees are also eligible for the corporate bonus program or a sales incentive (target included in OTE) as well as stock in the form of Restricted Stock Units (RSUs).

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Director, Product Marketing - Sales Enablement