Head of Sales - APJ

Role Description

The Head of Dropbox APJ will lead the Dropbox Business sales organization across Japan and APAC regions.

Dropbox Japan is headquartered in Tokyo, the sales team is working remotely from various locations in APJ (Tokyo, Osaka, Singapore, Sydney).

This role will be responsible for setting and implementing the GTM strategy and will ultimately carry the total Dropbox Business revenue targets for the region. This role will be working with Dropbox executive team as an extension of our global managed sales strategy.

In particular, Japan relies on an ecosystem of partners to complement Dropbox’s deep skill and expertise in distributed work with their reach and customer- / vertical-specific knowledge to enable scalable and sustainable growth.

This role will work with both key customers in the region as well as help the team to develop relationships with large regional distribution and SMB partners, helping them to take their Dropbox business to the next level.

The position offers an experienced SaaS sales leader the opportunity to take ownership for and scale a business with strong YoY growth at a key juncture as the business evolves with Dash, an AI solution delivering smarter search, faster, and securely.

This role will also act as the Community Ambassador for the region. A Community Ambassador works with the regional employees to nurture and create a culture of fun, a sense of belonging, and promote cultural engagement.

Critical to the success of the role is to work with all cross-functional stakeholders, e.g. Marketing, HR, Solutions and Customer Support to support our high-performing team and ensure efficient lead flow, short sales cycles and the right product/market fit across all of Dropbox’s portfolio required to drive the region’s growth.

Responsibilities

• Develop and execute a strategy and GTM plan for the country, working with global leaders and cross-functional partners to deliver on this plan

• Motivate, lead and inspire a team that reflects the Dropbox values of excellence and inclusivity

• Drive a high-performing and professional sales culture, delivering on the revenue targets per quarter

• Ensure and nurture an environment of continuous learning & development

• Drive region-wide awareness in the B2B space for Dropbox, through external PR, customer events, speaking engagements, and working with marketing, channel and communications teams

• Sit on regional leadership team for the broader Dropbox organization

Requirements

• Track record of owning and driving a successful multi-product SaaS sales organization to over-achievement

• Proven ability to drive growth through a Channel-led sales motion in a predominantly SMB / mid-market segment across multiple industries through value selling

• Strong track record of influencing and driving strategic initiatives through conversations with customer and partner executives

• Demonstrated ability to represent the company as a spokesperson, communicating strategic initiatives and product announcements to the press

• Proven experience in implementing operational excellence in all areas of sales execution including lead generation, pipeline and forecast management, and managing the existing installed base of customers

• Analytical, structured thinking, quickly understands the task at hand, the relevant context, and is able to synthesize the main considerations based on data

• Adaptable, capable of working within ambiguity

• Capability of operating in a fast-paced environment, and to lead a team to operate at pace and with exceptional results within the guidelines of the sales methodology

• Learning mindset

• Holding a work permit in Japan

• Native Japanese, strong business-level English