Dropbox

Role Description As the Director, GTM Systems, you will lead the team responsible for translating business strategy into scalable platform capabilities across Dropbox's go-to-market organization. You will own the business management of our GTM platform portfolio, ensuring the systems that power Marketing, Sales, Customer Success, and Support evolve in lockstep with the needs of the business. Leading a team of embedded Business Platform Partners and Platform Administrators, you will serve as the primary bridge between business stakeholders and technical delivery teams. Your organization will partner closely with Revenue Operations, GTM Engineering, Technical Architecture, Marketing Operations, AI Strategy, and functional leaders to prioritize investments, shape platform roadmaps, govern change, and drive successful adoption of new capabilities. Rather than owning engineering delivery or day-to-day revenue operations, you will own the business lifecycle of our GTM platforms, from identifying opportunities and defining requirements through implementation, adoption, and continuous improvement. Success in this role requires strong systems thinking, exceptional cross-functional leadership, and the ability to balance strategic transformation with operational excellence. Responsibilities Own the business roadmap for the GTM platform portfolio across Marketing, Sales, Customer Success, and Support. Translate business priorities into platform capabilities that improve productivity, customer experience, and operational scalability. Balance enhancements, technical debt, vendor capabilities, compliance needs, and long-term platform evolution. Partner with Revenue Operations and business leaders to ensure platform investments align with evolving commercial priorities. Standardize AI-assisted requirements development and workflow analysis. Build and lead a team of Business Platform Partners embedded within Marketing, Sales, and Customer Success & Support. Establish deep partnerships with business leaders to understand priorities, shape requirements, and continuously improve platform capabilities. Ensure platform decisions are grounded in business value and aligned across functions. Foster a product mindset focused on delivering measurable business outcomes rather than individual system enhancements. Establish governance processes that evaluate, prioritize, and sequence platform investments across the GTM ecosystem. Lead cross-functional prioritization across Revenue Operations, GTM Technology, Technical Architecture, Engineering, Analytics, Enablement, Finance, and Legal. Ensure platform requests are evaluated holistically across customer journeys rather than individual systems. Maintain a healthy portfolio of strategic initiatives, continuous improvements, and operational enhancements. Lead execution of complex platform initiatives that span multiple business functions and technologies. Coordinate delivery across engineering, architecture, operations, and business stakeholders. Ensure new capabilities are successfully implemented, adopted, and measured against expected business outcomes. Remove organizational friction that slows execution or creates inconsistent user experiences. Lead the Platform Administration organization responsible for configuration, administration, release readiness, and ongoing health of core GTM platforms. Establish standards for platform quality, governance, documentation, and operational excellence. Ensure platform configurations remain scalable, maintainable, and aligned with architectural standards. Partner with GTM Engineering and Technical Architecture to balance configuration, customization, and long-term maintainability. Expand AI-assisted platform administration, issue triage, and documentation. Define success metrics for new platform capabilities and measure business outcomes following deployment. Partner with Enablement to ensure new capabilities are successfully adopted across GTM teams. Establish feedback loops that continuously improve workflows, simplify user experiences, and reduce manual effort. Promote standardization and reuse of capabilities across the GTM platform ecosystem. Build AI fluency and adoption expectations across the team. Requirements 10+ years of experience leading business systems, platform management, product management, business transformation, or GTM technology organizations. Experience managing enterprise GTM platforms such as Salesforce, CPQ, Marketo, Zendesk, Planhat, Outreach, Clari, or similar technologies. Proven experience leading cross-functional teams responsible for platform strategy, business process improvement, or enterprise transformation. Demonstrated ability to translate business strategy into scalable technology capabilities. Experience leading platform governance, roadmap prioritization, and business stakeholder management across multiple functions. Strong understanding of commercial business processes spanning Marketing, Sales, Cust

Role Description As the Director, GTM Systems, you will lead the team responsible for translating business strategy into scalable platform capabilities across Dropbox's go-to-market organization. You will own the business management of our GTM platform portfolio, ensuring the systems that power Marketing, Sales, Customer Success, and Support evolve in lockstep with the needs of the business. Leading a team of embedded Business Platform Partners and Platform Administrators, you will serve as the primary bridge between business stakeholders and technical delivery teams. Your organization will partner closely with Revenue Operations, GTM Engineering, Technical Architecture, Marketing Operations, AI Strategy, and functional leaders to prioritize investments, shape platform roadmaps, govern change, and drive successful adoption of new capabilities. Rather than owning engineering delivery or day-to-day revenue operations, you will own the business lifecycle of our GTM platforms, from identifying opportunities and defining requirements through implementation, adoption, and continuous improvement. Success in this role requires strong systems thinking, exceptional cross-functional leadership, and the ability to balance strategic transformation with operational excellence. Responsibilities Own the business roadmap for the GTM platform portfolio across Marketing, Sales, Customer Success, and Support. Translate business priorities into platform capabilities that improve productivity, customer experience, and operational scalability. Balance enhancements, technical debt, vendor capabilities, compliance needs, and long-term platform evolution. Partner with Revenue Operations and business leaders to ensure platform investments align with evolving commercial priorities. Standardize AI-assisted requirements development and workflow analysis. Build and lead a team of Business Platform Partners embedded within Marketing, Sales, and Customer Success & Support. Establish deep partnerships with business leaders to understand priorities, shape requirements, and continuously improve platform capabilities. Ensure platform decisions are grounded in business value and aligned across functions. Foster a product mindset focused on delivering measurable business outcomes rather than individual system enhancements. Establish governance processes that evaluate, prioritize, and sequence platform investments across the GTM ecosystem. Lead cross-functional prioritization across Revenue Operations, GTM Technology, Technical Architecture, Engineering, Analytics, Enablement, Finance, and Legal. Ensure platform requests are evaluated holistically across customer journeys rather than individual systems. Maintain a healthy portfolio of strategic initiatives, continuous improvements, and operational enhancements. Lead execution of complex platform initiatives that span multiple business functions and technologies. Coordinate delivery across engineering, architecture, operations, and business stakeholders. Ensure new capabilities are successfully implemented, adopted, and measured against expected business outcomes. Remove organizational friction that slows execution or creates inconsistent user experiences. Lead the Platform Administration organization responsible for configuration, administration, release readiness, and ongoing health of core GTM platforms. Establish standards for platform quality, governance, documentation, and operational excellence. Ensure platform configurations remain scalable, maintainable, and aligned with architectural standards. Partner with GTM Engineering and Technical Architecture to balance configuration, customization, and long-term maintainability. Expand AI-assisted platform administration, issue triage, and documentation. Define success metrics for new platform capabilities and measure business outcomes following deployment. Partner with Enablement to ensure new capabilities are successfully adopted across GTM teams. Establish feedback loops that continuously improve workflows, simplify user experiences, and reduce manual effort. Promote standardization and reuse of capabilities across the GTM platform ecosystem. Build AI fluency and adoption expectations across the team. Requirements 10+ years of experience leading business systems, platform management, product management, business transformation, or GTM technology organizations. Experience managing enterprise GTM platforms such as Salesforce, CPQ, Marketo, Zendesk, Planhat, Outreach, Clari, or similar technologies. Proven experience leading cross-functional teams responsible for platform strategy, business process improvement, or enterprise transformation. Demonstrated ability to translate business strategy into scalable technology capabilities. Experience leading platform governance, roadmap prioritization, and business stakeholder management across multiple functions. Strong understanding of commercial business processes spanning Marketing, Sales, Cust

Role Description Dropbox is looking for a Program Manager, Customers to build the connective layer between EPD and GTM as we test products, evolve the platform, and learn from our managed customer base. This role will plan, recruit, launch, engage, measure, and close out customer programs while maintaining clear product-readiness standards and a strong customer experience. The role is execution-focused but broad in scope. The immediate priority is creating a scalable way to test pre-PMF products with existing managed customers, including priority programs. Over time, the role will support additional customer-facing EPD initiatives, help relaunch and operate Dropbox’s Customer Advisory Board, integrate customer testing into launch processes, and establish repeatable playbooks that can be adopted by functional owners. You will work closely with Product, Design, Research, PMM, Launch Ops, Customer Marketing, CS, Sales, Brand Studio, Community, and Analytics. You will have substantial cross-functional exposure and the opportunity to turn customer participation into clearer product decisions, stronger launch readiness, and a closed insight loop back into product and GTM. Responsibilities Stand up and run repeatable customer programs, including planning, recruitment, onboarding, engagement, measurement, closeout, and transition to the long-term owning team. Create shared operating infrastructure, including intake processes, recruitment and readiness criteria, briefs, templates, playbooks, status reporting, feedback tracking, escalation paths, and a single source of truth. Coordinate Product, Design, Research, PMM, Launch Ops, Customer Marketing, CS, Sales, Brand Studio, Community, and Analytics around shared plans, decisions, milestones, and handoffs. Own the execution of pre-PMF customer testing through H2, including product evaluation, messaging feedback, phased-rollout support, measurement, and exit criteria. Support the relaunch and ongoing operation of Dropbox’s Customer Advisory Board through recruitment, cadence management, agenda design, and synthesis for senior leaders and partner teams. Integrate customer testing into the product-launch process as a readiness gate or stage, partnering with PMM and Launch Ops as the process matures. Establish recurring customer listening and insight-loop practices that connect customer-support signals, VoC, UXR, managed-customer feedback, and S-team engagement back into EPD and GTM decision-making. Requirements 8+ years of program management, operations, customer research operations, product operations, go-to-market operations, or a related field with experience delivering complex cross-functional programs. Demonstrated ability to take an ambiguous customer-facing initiative from planning through execution, measurement, closeout, and handoff. Experience coordinating multiple teams with different goals, dependencies, and decision rights while maintaining clear ownership and follow-through. Strong operating discipline: able to create practical processes, readiness criteria, documentation, reporting rhythms, and repeatable playbooks. Experience working directly with customers or customer-facing teams, including recruiting participants, managing engagement, gathering feedback, and protecting customer experience. Strong written and verbal communication skills, including the ability to synthesize qualitative and quantitative inputs into clear recommendations and decisions. Sound judgment about product readiness, customer participation, confidentiality, escalation, and when to protect learning quality over premature storytelling or account-driven requests. Preferred Qualifications Experience with pre-PMF product testing, beta or Design Partner programs, Customer Advisory Boards, Voice of Customer, user research operations, or customer advocacy programs. Experience embedding customer feedback or testing into product-launch, launch-readiness, or product-operations processes. Experience building a program that scales across products, customer segments, or launch types and then transitioning it to a durable functional owner. Experience in a SaaS, collaboration, productivity, platform, or enterprise software environment. Familiarity with customer insight systems, feedback taxonomies, program dashboards, or tools used to track participant health and product signal. Durable Skills AI fluency means using these tools to amplify human judgment, not replace it. We believe people with these skills will thrive as work and technology continue to evolve: Awareness: U nderstand yourself and others . Judgment: E valuat e information and mak e decisions in complex situations . Adaptability: L earn, adjust, and stay effective through change . Connection: C ommunicat e , collaborat e , and build trust . To learn more about why these skills matter and what the data shows about thriving through change, read this blog post from our Chief People Officer, Melanie Rosenwasser. Compensation US Zone

Role Description Dropbox is looking for a Program Manager, Customers to build the connective layer between EPD and GTM as we test products, evolve the platform, and learn from our managed customer base. This role will plan, recruit, launch, engage, measure, and close out customer programs while maintaining clear product-readiness standards and a strong customer experience. The role is execution-focused but broad in scope. The immediate priority is creating a scalable way to test pre-PMF products with existing managed customers, including priority programs. Over time, the role will support additional customer-facing EPD initiatives, help relaunch and operate Dropbox’s Customer Advisory Board, integrate customer testing into launch processes, and establish repeatable playbooks that can be adopted by functional owners. You will work closely with Product, Design, Research, PMM, Launch Ops, Customer Marketing, CS, Sales, Brand Studio, Community, and Analytics. You will have substantial cross-functional exposure and the opportunity to turn customer participation into clearer product decisions, stronger launch readiness, and a closed insight loop back into product and GTM. Responsibilities Stand up and run repeatable customer programs, including planning, recruitment, onboarding, engagement, measurement, closeout, and transition to the long-term owning team. Create shared operating infrastructure, including intake processes, recruitment and readiness criteria, briefs, templates, playbooks, status reporting, feedback tracking, escalation paths, and a single source of truth. Coordinate Product, Design, Research, PMM, Launch Ops, Customer Marketing, CS, Sales, Brand Studio, Community, and Analytics around shared plans, decisions, milestones, and handoffs. Own the execution of pre-PMF customer testing through H2, including product evaluation, messaging feedback, phased-rollout support, measurement, and exit criteria. Support the relaunch and ongoing operation of Dropbox’s Customer Advisory Board through recruitment, cadence management, agenda design, and synthesis for senior leaders and partner teams. Integrate customer testing into the product-launch process as a readiness gate or stage, partnering with PMM and Launch Ops as the process matures. Establish recurring customer listening and insight-loop practices that connect customer-support signals, VoC, UXR, managed-customer feedback, and S-team engagement back into EPD and GTM decision-making. Requirements 8+ years of program management, operations, customer research operations, product operations, go-to-market operations, or a related field with experience delivering complex cross-functional programs. Demonstrated ability to take an ambiguous customer-facing initiative from planning through execution, measurement, closeout, and handoff. Experience coordinating multiple teams with different goals, dependencies, and decision rights while maintaining clear ownership and follow-through. Strong operating discipline: able to create practical processes, readiness criteria, documentation, reporting rhythms, and repeatable playbooks. Experience working directly with customers or customer-facing teams, including recruiting participants, managing engagement, gathering feedback, and protecting customer experience. Strong written and verbal communication skills, including the ability to synthesize qualitative and quantitative inputs into clear recommendations and decisions. Sound judgment about product readiness, customer participation, confidentiality, escalation, and when to protect learning quality over premature storytelling or account-driven requests. Preferred Qualifications Experience with pre-PMF product testing, beta or Design Partner programs, Customer Advisory Boards, Voice of Customer, user research operations, or customer advocacy programs. Experience embedding customer feedback or testing into product-launch, launch-readiness, or product-operations processes. Experience building a program that scales across products, customer segments, or launch types and then transitioning it to a durable functional owner. Experience in a SaaS, collaboration, productivity, platform, or enterprise software environment. Familiarity with customer insight systems, feedback taxonomies, program dashboards, or tools used to track participant health and product signal. Durable Skills AI fluency means using these tools to amplify human judgment, not replace it. We believe people with these skills will thrive as work and technology continue to evolve: Awareness: U nderstand yourself and others . Judgment: E valuat e information and mak e decisions in complex situations . Adaptability: L earn, adjust, and stay effective through change . Connection: C ommunicat e , collaborat e , and build trust . To learn more about why these skills matter and what the data shows about thriving through change, read this blog post from our Chief People Officer, Melanie Rosenwasser. Compensation

Role Description As a Business Development Representative for Japan , you will support Dropbox’s Japan Sales organization by generating qualified pipeline, engaging target accounts, and helping Account Executives create new enterprise opportunities across Dropbox Business Enterprise, Dropbox Protect and AI solutions . You will play a crucial role in areas such as outbound prospecting, account research, stakeholder mapping, inbound qualification, event follow-up, and partner-supported pipeline generation. You will work closely with Account Executives to identify relevant business challenges, engage the right personas, and create clear handoffs that help move qualified opportunities into the sales cycle. This role is ideal for someone who is curious, resilient, highly organized, and motivated by creating opportunity. You will gain exposure to enterprise sales cycles, AI-enabled workplace transformation, content collaboration, security and governance conversations, and senior sales stakeholders. This is a strong development opportunity for someone looking to grow into a future Account Executive role . Responsibilities Generate qualified pipeline for Japan Account Executives through outbound prospecting, account research, personalized email, phone outreach, social selling, events, and partner motions. Follow up promptly with attendees from Dropbox-hosted seminars, webinars and other events while their interest is still fresh improving conversion from MQLs to sales-qualified opportunities. Identify and engage new buying centers within target and existing accounts, including IT, Security, Compliance, Operations, Procurement, and Line-of-Business stakeholders. Research target accounts to understand business priorities, trigger events, pain points, and relevant Dropbox use cases across Dropbox Business Enterprise, Dash, and Replay. Partner with Account Executives to build account maps, prioritize outreach, support territory planning, and create multi-threaded engagement strategies. Conduct initial discovery with prospects to understand collaboration, content management, security, governance, AI, and workflow challenges. Qualify opportunities based on business pain, stakeholder fit, urgency, timing, use case, and potential revenue impact, then create clear handoffs to Account Executives. Maintain accurate account, contact, activity, and opportunity data in Salesforce or equivalent CRM, while sharing customer insights, objections, and market feedback with cross-functional teams. Requirements 3 + years of B2B sales, business development, sales development, lead generation in a SaaS, technology, or a consultative sales environment. Demonstrated ability to generate interest through outbound prospecting, including personalized email, phone outreach, social selling, events, or account-based campaigns. Strong written and verbal communication skills, with the ability to tailor messaging to different customer personas, business priorities, and levels of seniority. Strong curiosity and discovery skills, with the ability to ask thoughtful questions and connect customer challenges to potential Dropbox value. High level of organization and follow-through, including accurate CRM hygiene, activity tracking, timely prospect follow-up, and clear AE handoffs. Fluent Japanese is required. B usiness-level English fluency is preferred . Bachelor's degree or equivalent practical experience. Preferred Qualifications Experience prospecting into mid-market or enterprise accounts in Japan. Preferred industries of expertise: construction , media, technology Experience engaging IT, Security, Compliance, Operations, Procurement, or Line-of-Business stakeholders. Familiarity with SaaS, cloud collaboration, content management, productivity tools, or AI-enabled workplace solutions. Experience supporting account-based sales motions, partner motions, field events, or executive engagement campaigns. General understanding of enterprise software buying processes, including multi-stakeholder evaluation and procurement cycles. Durable Skills AI fluency means using these tools to amplify human judgment, not replace it. We believe people with these skills will thrive as work and technology continue to evolve: Awareness: U nderstand yourself and others . Judgment: E valuat e information and mak e decisions in complex situations . Adaptability: L earn, adjust, and stay effective through change . Connection: C ommunicat e , collaborat e , and build trust . To learn more about why these skills matter and what the data shows about thriving through change, read this blog post from our Chief People Officer, Melanie Rosenwasser.

Role Description As an Account Executive on the Growth team, you will help Dropbox expand how we bring our Product Suite and emerging AI products to new customers. In this role, you’ll focus on identifying, engaging, and developing opportunities with net new customers. You’ll work with prospects to understand their needs, learn which use cases resonate, and help create successful outcomes. You’ll be expected to execute consistently, manage your pipeline effectively, and contribute feedback that helps improve our sales motion, messaging, and approach over time. This is an opportunity to build strong sales experience across a growing portfolio of products while contributing to Dropbox’s next phase of growth. Responsibilities Own the full sales cycle from pipeline generation through close and renewal within your territory Build pipeline from scratch by prospecting into new teams, departments, and executive stakeholders Expand beyond existing motions to uncover new use cases and opportunities Consistently generate pipeline through outbound efforts, account mapping, events, and partner collaboration Forecast accurately and manage pipeline to consistently meet or exceed revenue targets Lead strong discovery to uncover customer challenges, priorities, and desired outcomes Apply structured qualification and value-selling frameworks (e.g., MEDDICC, SPICED) to advance deals Clearly articulate business impact and position Dropbox solutions around outcomes, not features Drive deal momentum by building urgency, aligning stakeholders, and establishing clear next steps Contribute to evolving GTM strategy by refining ICP, messaging, and use cases (e.g., Dash) Collaborate cross-functionally and bring insights from the field to influence Product and GTM Requirements 4 + years of B2B SaaS sales experience, ideally including time in early-stage, new product, or evolving GTM environments Proven ability to generate pipeline and close deals in ambiguous or evolving markets Strong experience with qualification frameworks such as MEDDICC, SPICED, or similar Demonstrated use of value selling methodologies such as Command of the Message or equivalent Experience selling to mid-market and enterprise customers, including executive stakeholders Consistent track record of meeting or exceeding sales targets High ownership mentality - you take initiative and move things forward without waiting for direction Thrive in ambiguity and are comfortable operating without a fully defined playbook Curious and business-oriented, with the ability to connect customer problems to solutions Resourceful and adaptable - you figure things out and adjust quickly Strong collaborator who contributes positively to team culture Experience using Salesforce or similar CRM tools to manage pipeline and forecast Strong organizational skills and ability to manage multiple complex deals Preferred Qualifications Experience selling a new or emerging product within an existing portfolio Experience working in high-change or transformation environments BA/BS degree or equivalent experience General familiarity with AI or productivity tools Durable Skills AI fluency means using these tools to amplify human judgment, not replace it. We believe people with these skills will thrive as work and technology continue to evolve: Awareness: U nderstand yourself and others . Judgment: E valuat e information and mak e decisions in complex situations . Adaptability: L earn, adjust, and stay effective through change . Connection: C ommunicat e , collaborat e , and build trust . To learn more about why these skills matter and what the data shows about thriving through change, read this blog post from our Chief People Officer, Melanie Rosenwasser. Compensation US Zone 1 This role is not available in Zone 1 US Zone 2 $146,500 — $198,300 USD US Zone 3 $130,200 — $176,200 USD

Role Description As the Director of Marketing Strategy , you will serve as the chief operating partner and strategic advisor to the Chief Marketing Officer at Dropbox. In this dual-engine role, you will be responsible for both shaping our strategic growth initiatives (business case development, B2B/B2C partnership evaluation, new GTM strategies) and managing our operational infrastructure (annual planning, capital allocation, and budget governance). The ideal candidate has the structured, first-principles thinking of a management consultant and the operational discipline to build and run processes that turn strategies into reality. Responsibilities 1. Strategic Initiatives & Growth Partnerships Hypothesis-Driven Problem Solving: Frame and analyze highly ambiguous strategic questions (e.g., “Should we pursue a new ICP for a new product?” or “How do we optimize acquisition across dual B2B and B2C funnels?” ). Business Case Formulation: Build quantitative models (market sizing, NPV, LTV/CAC) to justify major marketing investments, new channel entries, or partnership models to the executive team. Partnership Structuring: Partner with Business Development teams to commercially evaluate and structure complex, high-value brand and ecosystem alliances. Special Projects: Lead agile, cross-functional "tiger teams" to rapidly prototype and pilot new commercial initiatives before transitioning them to long-term operational owners. 2. Marketing Operations, Planning & Budget Governance Strategic & Financial Planning: In partnership with marketing ops, l ead the annual and quarterly integrated planning cycle for the marketing organization, translating corporate growth targets into marketing plans and measurable OKRs. Capital Allocation & Budget Control: Work with RevOps to o versee the global marketing budget in close partnership with Finance. Manage the "top-down" allocation of capital across regions/channels and establish "bottom-up" accountability to ensure maximum Return on Investment. Measurement & Reporting: Establish the core executive metrics framework to report on marketing performance, pipeline health, and efficiency to the C-suite and Board of Directors. Requirements Top-Tier Consulting Pedigree: 8–10+ years of professional experience, including a foundational stint at a top-tier management consulting firm (e.g., McKinsey, BCG, Bain) or leading an in-house Strategy/Operations group. Hybrid B2B & B2C Experience: Proven comfort evaluating strategic problems that span both enterprise accounts (B2B) and end-consumers (B2C / B2B2C). Financial & Analytical Mastery: Advanced capabilities in financial modeling, corporate budgeting, and data analysis. You must be comfortable treating a marketing budget as a portfolio of strategic investments. Process Design & Governance: Experience building and scaling operational processes (annual planning, OKRs, KPI dashboards) across a large, matrixed organization. Executive Presence: Superb narrative storytelling skills. You can distill highly complex financial, commercial, and operational data into clear, persuasive executive-level slides and communications. Education: Bachelor’s degree in a quantitative field (Economics, Finance, Business, or Engineering). MBA from a top-tier business school is highly preferred. Durable Skills AI fluency means using these tools to amplify human judgment, not replace it. We believe people with these skills will thrive as work and technology continue to evolve: Awareness: U nderstand yourself and others . Judgment: E valuat e information and mak e decisions in complex situations . Adaptability: L earn, adjust, and stay effective through change . Connection: C ommunicat e , collaborat e , and build trust . To learn more about why these skills matter and what the data shows about thriving through change, read this blog post from our Chief People Officer, Melanie Rosenwasser. Compensation US Zone 1 This role is not available in Zone 1 US Zone 2 $211,100 — $285,700 USD US Zone 3 $187,700 — $253,900 USD

Role Description As the Principal, Market & Competitive Intelligence Manager you will lead Dropbox’s enterprise competitive intelligence program across Dropbox Core, DocSend, Sign and Sign API, and Dropbox Protect. Sitting within the Chief Business Officer’s organization, you will work close to the company’s most important strategic and go-to-market decisions. You will build the operating system that turns competitor activity, market developments, customer feedback, win/loss findings, and field signals into clear recommendations and action. This is a highly visible, hands-on leadership role for a senior individual contributor. You will strengthen Dropbox’s competitive positioning, improve how our teams navigate competitive sales cycles, inform product and go-to-market choices, and deepen executive understanding of a rapidly changing market. Your work will span both sales-led and product-led motions and help Dropbox tell a sharper, more differentiated story. You will partner closely with Sales, Product Marketing, Product, Research, Revenue Operations, Analyst Relations, and Communications. Success requires equal strength in strategic judgment and execution: identifying what matters, developing a defensible point of view, and delivering useful recommendations and tools at the speed of the business. Responsibilities Lead Dropbox’s enterprise competitive intelligence program across Dropbox Core, DocSend, Sign and Sign API, and Dropbox Protect. Establish a company-wide operating model for collecting, prioritizing, analyzing, distributing, and measuring competitive intelligence. Translate competitor launches, pricing and product changes, AI developments, customer feedback, and market shifts into actionable recommendations for Sales, GTM Strategy, Product Marketing, Product, and executive leadership. Produce decision-ready intelligence—including executive briefings, competitive points of view, rapid-response analysis, battlecards, alerts, and market coverage—tailored to executive, strategic, product, and field audiences. Own and modernize Dropbox’s win/loss program in partnership with Sales, Revenue Operations, and Product Marketing, creating a recurring feedback loop into positioning, enablement, product strategy, and go-to-market decisions. Equip customer-facing teams to compete more effectively while partnering with product-aligned PMMs to strengthen differentiation, objection handling, field confidence, and product-specific competitive activation. Use AI, automation, and modern research platforms to scale the program, establish clear success measures, and maintain a trusted network of competitive contributors across Dropbox. Requirements 10+ years of experience in competitive intelligence, product marketing, market strategy, corporate strategy, or a related B2B SaaS discipline. Demonstrated ownership of an end-to-end competitive intelligence program, including executive intelligence, win/loss analysis, field enablement, and strategic recommendations. A record of translating complex qualitative and quantitative signals into clear points of view that influenced product, go-to-market, or revenue decisions. Deep experience partnering with Sales, GTM Strategy, Product Marketing, and Product teams in competitive markets and customer situations. Strong executive presence and the ability to communicate concise, evidence-based recommendations to senior leaders. Excellent cross-functional leadership skills, with a record of creating alignment and driving action in complex organizations without formal authority. Exceptional analytical, written, verbal, and visual communication skills, with the ability to balance long-range strategic work and fast-turn execution. Preferred Qualifications Experience in AI-powered software, content management, collaboration, e-signature, document workflows, or security markets. Experience building or modernizing competitive intelligence across a multi-product portfolio or decentralized organization. Familiarity with platforms such as Crayon, Clozd, and AlphaSense, including using AI and automation to scale research, synthesis, and delivery. Experience partnering with Revenue Operations or Sales Operations to measure program adoption, decision influence, and business impact. Compensation Canada Pay Range $173,400 — $234,600 CAD

Role Description As the Principal, Market & Competitive Intelligence Manager you will lead Dropbox’s enterprise competitive intelligence program across Dropbox Core, DocSend, Sign and Sign API, and Dropbox Protect. Sitting within the Chief Business Officer’s organization, you will work close to the company’s most important strategic and go-to-market decisions. You will build the operating system that turns competitor activity, market developments, customer feedback, win/loss findings, and field signals into clear recommendations and action. This is a highly visible, hands-on leadership role for a senior individual contributor. You will strengthen Dropbox’s competitive positioning, improve how our teams navigate competitive sales cycles, inform product and go-to-market choices, and deepen executive understanding of a rapidly changing market. Your work will span both sales-led and product-led motions and help Dropbox tell a sharper, more differentiated story. You will partner closely with Sales, Product Marketing, Product, Research, Revenue Operations, Analyst Relations, and Communications. Success requires equal strength in strategic judgment and execution: identifying what matters, developing a defensible point of view, and delivering useful recommendations and tools at the speed of the business. Responsibilities Lead Dropbox’s enterprise competitive intelligence program across Dropbox Core, DocSend, Sign and Sign API, and Dropbox Protect. Establish a company-wide operating model for collecting, prioritizing, analyzing, distributing, and measuring competitive intelligence. Translate competitor launches, pricing and product changes, AI developments, customer feedback, and market shifts into actionable recommendations for Sales, GTM Strategy, Product Marketing, Product, and executive leadership. Produce decision-ready intelligence—including executive briefings, competitive points of view, rapid-response analysis, battlecards, alerts, and market coverage—tailored to executive, strategic, product, and field audiences. Own and modernize Dropbox’s win/loss program in partnership with Sales, Revenue Operations, and Product Marketing, creating a recurring feedback loop into positioning, enablement, product strategy, and go-to-market decisions. Equip customer-facing teams to compete more effectively while partnering with product-aligned PMMs to strengthen differentiation, objection handling, field confidence, and product-specific competitive activation. Use AI, automation, and modern research platforms to scale the program, establish clear success measures, and maintain a trusted network of competitive contributors across Dropbox. Requirements 10+ years of experience in competitive intelligence, product marketing, market strategy, corporate strategy, or a related B2B SaaS discipline. Demonstrated ownership of an end-to-end competitive intelligence program, including executive intelligence, win/loss analysis, field enablement, and strategic recommendations. A record of translating complex qualitative and quantitative signals into clear points of view that influenced product, go-to-market, or revenue decisions. Deep experience partnering with Sales, GTM Strategy, Product Marketing, and Product teams in competitive markets and customer situations. Strong executive presence and the ability to communicate concise, evidence-based recommendations to senior leaders. Excellent cross-functional leadership skills, with a record of creating alignment and driving action in complex organizations without formal authority. Exceptional analytical, written, verbal, and visual communication skills, with the ability to balance long-range strategic work and fast-turn execution. Preferred Qualifications Experience in AI-powered software, content management, collaboration, e-signature, document workflows, or security markets. Experience building or modernizing competitive intelligence across a multi-product portfolio or decentralized organization. Familiarity with platforms such as Crayon, Clozd, and AlphaSense, including using AI and automation to scale research, synthesis, and delivery. Experience partnering with Revenue Operations or Sales Operations to measure program adoption, decision influence, and business impact. Compensation US Zone 1 This role is not available in Zone 1 US Zone 2 $185,100 — $250,500 USD US Zone 3 $164,600 — $222,600 USD