Dropbox

Director, Global Sales Enablement

Dropbox • $150K — $180K *
US-AnywhereRemote in Canada
Business Services
Less than 5 years of experience
Reposted Today
Be an Early Applicant
Job Overview by Ladders

Qualifications

  • 5-7 years of program leadership and change management experience in revenue organizations
  • Strong analytical skills to diagnose performance issues using data
  • Influential with and without direct authority
  • Excellent communicator and capable of simplifying complex content
  • Operationally rigorous, with a focus on prioritization and repeatable processes
  • Experience with enablement tools like Gong or Highspot, and familiarity with AI technologies
  • Player-coach mentality, effectively developing teams while driving results

Responsibilities

  • Design and implement global enablement programs that achieve measurable revenue impact
  • Utilize performance data to identify performance gaps and prioritize interventions
  • Create role-specific training aligned with business priorities and field needs
  • Collaborate with Sales and RevOps to ensure alignment between enablement and revenue goals
  • Monitor program adoption and outcomes to continuously optimize strategies and effectiveness
  • Facilitate onboarding, productivity plans, and manager reinforcement for new hires
  • Develop actionable playbooks for various sales motions and ensure field readiness for product updates

Benefits

  • Opportunity for career advancement within a rapidly growing organization
  • Collaborative work environment with cross-functional teams
  • Access to advanced sales enablement tools and technologies
  • Continual learning opportunities through training and development programs
  • Flexible work arrangements to support a work-life balance
Full 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

About Dropbox

Dropbox is a publicly traded cloud storage and file sharing services company headquartered in San Francisco, California. Founded in 2007, Dropbox provides cloud storage, file synchronization, personal cloud, and client software. The company's cloud storage allows users to store and share files, photos, and videos. Dropbox has over 700 million registered users across 180 countries. The company has additional offices in New York City, Dublin, London, Paris, Sydney, and Tokyo.
Learn more about Dropbox
Size
2,667 employees
Market Cap
$8 billion
Industry
Consumer Technology
Net Income
-$256.3 million
Founded
2007
5 Year Trend
+20.6%
Revenue
$1.9 billion
NASDAQ
DBX
* Ladders Estimates

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