SDR Lead

As a critical leader on the Integrated Marketing team, the SDR Lead will partner with stakeholders across Dropbox’s marketing, sales, operations, and analytics teams to build a world-class top of funnel operations and SDR team to power our B2B business. The ideal candidate will have a strong understanding of B2B marketing, sales, and sales development. This role will closely collaborate with marketing, sales, vendor teams, product, and IT teams to align lead management strategies and best practices across the organization.

• Manage direct reports and the relationship between Integrated Marketing and SDR teams
• Coordinate with all teams involved in generating and working MQLs and S1 opportunities including (but not limited to) Integrated Marketing, Commercial Strategy & Ops, and Sales to ensure the following:
• MQL conversions to S1 and S2 opportunities continue to increase.
• SDRs and sales reps have context on the MQLs and S1s they receive in order to facilitate exceptional prospect/customer experiences.
• Conversion rate reporting is accurate and sufficiently granular to allow Marketing and Sales teams to consistently improve conversion rates.
• Partnering with Sales Strategy and MOPs to establish and implement rules of engagement and clear lead routing requirements.
• Partner with MOPS as a key stakeholder in lead and account scoring programs in order to continually improve the accuracy of our scoring and better align the definition of MQL with sales readiness.

• 5+ years of experience in B2B SaaS sales 
• 2+ years leading a B2B SaaS sales development program
• Salesforce CRM experience as a power user
• Experience using Outreach.io or equivalent (Salesloft, Groove, MixMax, Etc)
• Experience using Gong or equivalent call recording and coaching tools
• Strong passion for top of funnel B2B operations, consistently seeking to improve handoffs and conversion rates
• Ability to provide detailed, constructive feedback to direct reports as well as strategic partners
• Detail-oriented, operationally disciplined, and highly analytical
• Excellent collaboration skills, adept at managing stakeholders and working effectively within cross-functional teams
• Able to communicate effectively and precisely across a wide spectrum of technical and non-technical stakeholders in varying levels and functions

• In-depth knowledge of lead generation, lead funnel strategy and sales acceleration best practices
• Certifications in Salesforce, Outreach, Gong or other sales systems is a plus
• Experience in launching and implementing AI tools and agents to transform workflows and analytics preferred