Head of Sales Analytics

Role Description

We’re looking for an enthusiastic leader to join us with the experience necessary to own develop and manage the people and resources aligned to Global Sales Analytics.

Aligning to our Customer Strategy & Operations (CSO) organization and partnering with our Global Sales and Channel Leadership Teams this role will be responsible for establishing leading and growing a team of dedicated sales analysts that are focused on bringing visibility to the metrics and insights that drive sales and channel performance owning the functional sales planning cycles and driving operational excellence and governance inside of the team’s scope.

As the global lead responsible for analyzing sales performance and revenue retention you will be working closely with Sales Leaders Sales Strategy Deal Operations and Finance Leadership. This is a highly visible role that requires being able to link analytics to business implications to form actionable high-impact recommendations that drives revenue growth.  A strong understanding of a sales led SaaS model - both motions and metrics - is a must.

We are looking for someone who gets excited about tying data to meaningful recommendations intuitive visualizations optimizing data workflows and is a strong people lead and mentor.  The right person for this role will value data-driven insights have an analytical approach to problem solving and thrive in a fast-paced fluid environment.

Responsibilities

• Develop and execute the strategy priorities and direction of our Sales Analytics team

• Lead the design and execution of best-in-class dashboards and scorecards to bring on-time accurate visibility into sales organizational and seller performance and KPIs

• In partnership with Finance and Sales Strategy communicate insights related to sales and seller performance including forecast & pipeline trends productivity customer value progress against industry benchmarks and sales methodology KPIs. Based on the insights put forth executive-level recommendations that will decrease seller friction and accelerate revenue growth.

• Drive account data quality inside of our CRM tools continuously streamlining how information is updated to drive accurate forecasting

• Build strong cross-functional relationships establishing credibility as a subject-matter expert in your field

• Be a strong people leader managing across multiple time zones and a global culture

Requirements

• 7+ combined of years experience in sales operations strategy and/or analytics

• 3+ years experience with direct people management

• Consistent track record of setting and achieving ambitious targets

• Strong analytical skills with expertise in contextualizing SaaS sales performance indicators

• Experience leading CRM data hygiene and operating requirements for accurate forecasting

• Experience building automated analytics and scorecards using cloud-based platforms

• Proven ability to communicate at an executive level actionable recommendations that links data to business implications

• Strong data visualization skills through Tableau CRM Analytics (SFDC) and Excel

• Strong relationship builder across functions and organizational levels

• Desire to work in a fast-paced challenging and exciting environment

• Bachelor’s degree or equivalent work experience

Preferred Qualifications

• Prior sales experience strongly preferred

• Passion for scaling and automation with AI experience a strong plus

• Familiarity with SQL (particularly Databricks) is a strong plus

Total Rewards

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.  We target most new hire offers between the minimum up to the middle of the range.

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).

Current Salary/OTE Ranges (Subject to change): • US Zone 1: $206400 - $242800 - $279200. • US Zone 2: $185700 - $218500 - $251300. • US Zone 3: $165100 - $194200 - $223300.   Dropbox uses the zip code of an employee’s remote work location to determine which metropolitan pay range we use. Current US Zone locations are as follows: • US Zone 1: San Francisco metro New York City metro or Seattle metro • US Zone 2: 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) Washington DC metro and West Virginia (DC metro) • US Zone 3: All other US locations