EMEA Head of Enterprise Inside Sales

Team Description 

Our Sales team sell Dropbox Business and Dropbox Enterprise to enterprises around the world, helping them understand the power Dropbox has to offer teams at scale. We're a collaborative, empathetic and Sales team, focused on understanding what businesses need to work better together.

Role Description

Our team consists of Inside Sales Representatives (ISRs) and Business Develop Representatives (BDRs) focused on the Enterprise segment (large companies). The BDRs and ISRs identify target prospects in the market and then start, develop and nurture strategic relationships within Enterprise prospects across Europe. The BDRs and ISRs focus on identifying and connecting with key users and decision makers in the target companies, with the aim to building pipeline and for ISRs to also help closing deals.
The BDRs/ISRs work closely together with the Account Executives in country and are based across Dublin, London, Hamburg, Paris, and Amsterdam. 
The sales process is a Enterprise focused sales process in a SaaS environment. It is both a challenger sale and a consultative sale, with stakeholders in the DMU across many functions like IT, CTO, Innovation, Marketing, Design, Sales, CFO, Purchasing. Conversations with customers can take many angles, like simplifying collaboration, getting teams to work across the company and with external partners around the globe, simplifying supply chains, digital transformation, connecting with start ups and universities to drive innovation, knowledge management. 
Hence a prospecting mentality, an inquisitive nature, a strong understanding of how companies work, a good understanding of IT and the Cloud and both a winning mentality and a team mentality are all assets for these roles.
This role in based in Dublin, Dropbox’s EMEA headquarters.


  • Build and implement pipeline generation model for Enterprise Sales Teams
  • Develop the strategy for Dropbox’s pipeline generation for the EMEA Revenue team
  • Provide expert advice and guidance to the EMEA Leadership Team on all things pipeline generation 
  • Build the right organisational model with BDRs and ISRs across EMEA
  • Manage and develop individuals across the different country locations
  • Mentoring the ISR team to develop relationships with accounts that are not the current priority for the AE group
  • Partner with Customer Success managers to help identify outside business units to help grow the original opportunity
  • Source use case analytics and industry information
  • Help with presentation strategy and materials 
  • Be a credible member of the EMEA Revenue executive team 


  • Traveling to team members in other offices for 2 of every 3 weeks, later 2 out of 4 weeks
  • Experience with remote management of teams, preferably across different cultures
  • Minimum of 3–5 years experience managing people 
  • Proven excellence in prospecting and lead generation
  • Proven excellence in working with large enterprise accounts
  • Eye for talent. Proven results in hiring the right people and retaining the right people
  • Analytical, structured thinking, quickly understands the task at hand, the relevant context, and be able to synthesize the main considerations
  • Adaptable, capable of working within ambiguity
  • Bachelor degree or equivalent
  • Fluency in another European language an advantage 

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