The Account Management Lead will drive the retention and expansion of current accounts while spearheading the growth and development of the account management team. This role is critical in fostering strong customer relationships, maximizing up-sell/cross-sell opportunities, and ensuring the team meets and exceeds revenue and retention targets.

In Short

Own overall customer retention and expansion for existing accounts across direct and channel sales.
Develop and mentor a high-performing team of Account and channel Managers to drive revenue growth and customer success.
Maintain and update territory forecast, proactively identifying renewal risks and developing resolution strategies.
Develop a deep understanding of Dropbox products, services, and maintenance contracts to effectively communicate value to customers.
Meet and exceed sales objectives, including quota attainment and productivity requirements.
Manage, track, and report sales activities, performance metrics, and outcomes using Salesforce.com.
Analyze key UKI markets to forecast and quantify market opportunities, collaborating with Sales Operations, Data Analytics, and Marketing.
Define and execute data-driven strategic plans for territories where Dropbox is expanding, identifying new business opportunities.
Implement best practices to improve pipeline management, customer conversion rates, forecasting accuracy, and cross-functional collaboration.
Support the team in closing complex deals and managing high-level interactions with C-level executives.
Provide thought leadership within global sales and marketing, influencing the EMEA leadership team.
Promote a culture of continuous professional development, mentoring future sales leaders within Dropbox.

Requirements

Proven sales experience in a technology-driven environment, with a strong track record of meeting and exceeding targets.
Prior experience leading and managing a sales or renewals team in a fast-paced setting.
Demonstrated ability to successfully manage accounts within European markets, driving brand awareness and deal closures.
Strong analytical skills with a data-driven approach to business development and decision-making.
Expertise in CRM systems, particularly Salesforce.com, with strong knowledge of reporting, dashboards, and forecasting.
Excellent communication and negotiation skills, with the ability to influence internal and external stakeholders across Sales, Marketing, and other functions.
Consultative selling experience with a focus on growing and retaining enterprise accounts.
Customer-oriented problem-solving mindset with strong commercial acumen.
Ability to identify, develop, and nurture talent within the team.
Strong collaborative and highly engaged approach, thriving in a virtual-first environment.