Scaled Account Management Lead, Growth

Dropbox, San Francisco, CA

File hosting service

Role Description

As the lead for SMB upsells and renewals, you’ll be responsible for the revenue associated with programs to drive better adoption of Dropbox Business. You are going to own and build out a scaled account management function for SMB, always looking at the most effective and scaled method to grow and renew our larger SMB accounts. This role allows you to have a big impact on revenue generating programs at scale. This requires you to lead current revenue generating teams as well as innovate on new areas to scale.
You will be leading a large sales team, looking at ROI on the program and examining more ways to grow the team. You have a deep understanding of large data sets and can use that to make educated decisions on areas to grow. You will put our customers first and make sure that we are helping them understand how to best use the product. You will have worked in a scaled post sale role, leading teams and organizing large groups to hit your revenue goals.


  • Overachieve your team’s revenue targets for both upselling current Dropbox Business accounts and retaining existing SMB Business accounts through specific scaled programs
  • Work with our outsourced scaled teams to achieve success and make programmatic changes to accelerate revenue growth
  • Ideate and develop new scaled account management revenue streams to grow the SMB business
  • Diagnose issues and prescribe methods to improve program attainment and add additional programs
  • Work closely with our outsourced partner to run headcount and growth in each program
  • Support and coach the sales reps to achieve strong results
  • Measure and track results, report progress and optimize programs continuously
  • Collaborate with Marketing and other teams to achieve the best results


  • 4+ years of account management experience
  • 2+ years of leadership experience in scaled account management function
  • 1+ year of experience working with outsourced organizations
  • Validated experience in operational and scaled account management environment, emphasis on renewing and upselling accounts
  • Consistent record of achieving bold targets
  • Good level of energy coupled with strong interpersonal and collaboration skills
  • Ability to work independently and creatively
  • Strong analytical skills
  • Desire to work in a dynamic, challenging and exciting environment
  • Fluency in English
  • BA or BS degree
  • Eligibility to work in the US

Benefits and Perks

  • 100% company paid individual medical, dental, & vision insurance coverage
  • 401k + company match
  • Market competitive total compensation package
  • Free Dropbox space for your friends and family
  • Wellness Reimbursement
  • Generous vacation policy
  • 10 company paid holidays
  • Volunteer time off 
  • Company sponsored tech talks (technology and other relevant professional topics)

About Dropbox

Dropbox simplifies the way people work together. 500 million registered users around the world use Dropbox to work the way they want, on any device, wherever they go. With 150,000 businesses on Dropbox Business, we’re transforming everyday workflows and entire industries.

Want to learn more about Dropbox? Visit https://www.dropbox.com/