GTM Readiness Manager

Open Role

GTM Readiness Manager

• Remote - US: Select locations
• Remote
• Company Strategy & Ops
• Full Time

Dropbox is a Virtual First company. For this role, we are hiring in Zones 2 and

3. Zones are determined by your zip code; if you’re within 100 miles of a listed metro area (straight-line radius), you’re included in that Zone. Please check your Zone in the Compensation section below.

Role Description

As a GTM Readiness Manager within the GTM organization, you will help turn product and business changes into executable go-to-market motions. You will work across Product, Sales, Marketing, Customer Experience, Customer Success, Finance, Legal, Enablement, and Technology to ensure the business is operationally ready to bring new products, packaging, and other commercial changes to market.

You will play a critical role in translating product decisions into GTM requirements, identifying cross-functional dependencies, coordinating operational readiness, and ensuring the end-to-end customer and seller experience works as intended. This role sits at the intersection of product and commercial execution, giving you broad exposure across the business and the opportunity to improve how we bring increasingly complex products and commercial models to market.

You will serve as a critical connection point between Product and the teams responsible for bringing product changes to market, ensuring teams are aligned and operationally ready for launch. You will also help build and scale the GTM Readiness capability, creating clearer processes, identifying dependencies earlier, reducing launch friction, and enabling teams to move faster and execute with greater confidence.

Responsibilities

• Own GTM readiness for product and commercial changes, including new product launches, pricing and packaging changes, new SKUs, migrations, deprecations, and changes to routes to market.
• Translate product decisions into commercial and operational requirements across areas such as product catalog, pricing and approvals, contracting, Salesforce/CPQ, billing and ordering, provisioning and entitlements, compensation, reporting, and customer lifecycle.
• Partner with Product teams early in the development lifecycle to understand upcoming changes, identify impacted GTM motions, and establish the decisions, owners, dependencies, and lead times required for readiness.
• Orchestrate cross-functional readiness across Product, Sales, Marketing, Customer Experience, Customer Success, Finance, Legal, Enablement, GTM Technology, and other impacted teams, while maintaining clear accountability with the teams that own individual decisions and deliverables.
• Drive end-to-end operational validation, defining critical business scenarios and ensuring appropriate owners validate the complete customer and seller experience across quoting, ordering, provisioning, billing, reporting, renewal, support, and other applicable workflows.
• Identify and manage readiness risks, surfacing unresolved decisions, dependencies, and operational gaps early and driving them toward resolution or explicit risk acceptance before launch.
• Improve the GTM Readiness operating model by creating reusable processes, launch patterns, requirements frameworks, and automation that reduce manual coordination and make future launches faster and more predictable.

Requirements

• At least 8 years of overall professional experience.
• 5+ years of experience in Product Operations, Revenue Operations, Sales Operations, Commercial Operations, Business Systems, or another role supporting complex cross-functional GTM initiatives.
• Demonstrated experience supporting product launches, pricing/packaging changes, commercial model changes, or other initiatives requiring coordination between Product and GTM teams.
• Working knowledge of core SaaS commercial processes, including multiple areas such as opportunity-to-order, quoting/CPQ, pricing, contracting, billing, provisioning, renewals, compensation, or customer lifecycle management.
• Demonstrated ability to translate ambiguous product or business needs into clear operational requirements, dependencies, decisions, and execution plans.
• Experience independently coordinating complex initiatives across Product, Technology, Finance, Legal, Sales, and other business functions without direct authority over participating teams.
• Strong systems thinking, with the ability to understand how a change in one part of the commercial lifecycle can affect downstream processes, systems, data, and customer experiences.
• Strong written and verbal communication skills, including experience documenting requirements, facilitating cross-functional decisions, communicating risks, and driving clarity among stakeholders with different priorities.

Preferred Qualifications

• Experience working in a B2B SaaS or subscription-based business with multiple products, customer segments, or routes to market.
• Experience with Salesforce, CPQ, billing, commerce, provisioning, entitlement, or other systems supporting the quote-to-cash/customer lifecycle.
• Experience designing or improving product launch, commercialization, or GTM readiness processes rather than solely executing within an established process.
• Experience supporting products sold through multiple motions, such as self-service, direct sales, channel, reseller, or partner ecosystems.
• Familiarity with automation and AI capabilities that can simplify requirements gathering, dependency management, testing, and operational readiness.

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: Understand yourself and others.
• Judgment: Evaluate information and make decisions in complex situations.
• Adaptability: Learn, adjust, and stay effective through change.
• Connection: Communicate, collaborate, 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

$149,200—$201,800 USD

US Zone 3

$132,600—$179,400 USD

The range(s) listed above is the expected annual salary/OTE (On-Target Earnings) for this role, subject to change. Please note, OTE are for sales roles only.

Salary/OTE is just one component of Dropbox’s total rewards package. All regular employees are also eligible for the corporate bonus program or a sales incentive (target included in OTE) as well as stock in the form of Restricted Stock Units (RSUs).

Dropbox takes a number of factors into account when determining individual starting pay, including job and level they are hired into, location/metropolitan area, skillset, and peer compensation. We target most new hire offers between the minimum up to the middle of the range.

Dropbox uses the zip code of an employee’s remote work location to determine which metropolitan pay range we use. Current US Zone locations are as follows:

• US Zone 1: San Francisco metro, New York City metro, or Seattle metro
• US Zone 2: California (outside SF metro), Colorado, Connecticut (outside NYC metro), Delaware, Illinois (Chicago metro), Indiana (Chicago metro), Maryland, Massachusetts, Michigan (Chicago metro), New Hampshire, New Jersey (outside NYC metro), New York (outside NYC metro), Oregon, Pennsylvania (D.C. metro), Pennsylvania (outside NYC metro), Texas (Austin metro) Virginia (DC metro), Washington (outside Seattle metro), Washington DC metro, West Virginia (DC metro), Wisconsin (Chicago metro)
• US Zone 3: All other US locations

Check Your Zone

Read more about our Benefits.

Company Description

Dropbox isn’t just a workplace—it’s a living lab for designing a more enlightened way of working. We’re a global community of bold visionaries and resourceful doers shaping the future of Dropbox and, in turn, the future of work. Our Virtual First model combines the autonomy of a distributed workplace with the power of human connection, creating space for meaningful work and lasting relationships.

With a startup mindset and enterprise-level opportunities, we expect Dropbox employees to think critically, stay curious, and use modern tools, including AI, to improve how work gets done. Here, you can be who you are and grow into who you’re meant to be. You own your impact, helping make work more intuitive, joyful, and human for yourself and hundreds of millions of people worldwide. If you’re ready to push boundaries and challenge yourself, Dropbox is ready for you.

Team Description

The Company Strategy & Operations team (CS&O) is part of the Office of the CEO (OCEO). We partner with Dropbox’s most senior leaders to drive the CEO’s vision forward by bringing focus and structure to the company’s most important work. Our team combines strategic thinking with strong operations — we ask the right questions, navigate ambiguity, and partner with teams to help maintain alignment.

Whether we’re shaping strategy, managing operating rhythms, or driving cross-functional collaboration, we do it with clarity, humility, and impact. If you thrive in complexity and enjoy building alongside others — you’ll find your people here.

Virtual First

Dropbox’s Virtual First way of working is designed to help people do their best work with flexibility, autonomy, and connection. Day to day, teams work remotely with nonlinear schedules and core collaboration hours that support deep focus and individual working styles. We prioritize asynchronous communication to improve clarity, respect deep work time, and reduce unnecessary meetings.

While remote work is the primary experience for our employees, we also prioritize intentional, in-person connection. We bring teams together through regular team gatherings, on-demand workspaces, and Dropbox Neighborhood events in order to strengthen team cohesion, foster creativity, and enhance momentum. Virtual First is built to provide the same access to opportunity, growth, and impact for everyone, regardless of location.

This role requires travel to offsites and various other team gatherings (approximately 5-10% of the year or 2-3 days per quarter). We provide advance notice when possible and encourage candidates to discuss any accommodation needs during the interview process.

AI Fluency

AI fluency is a core part of how we work and grow. It’s not about being an expert—it’s about using these tools thoughtfully and effectively to improve your work and support others.

We look for four key behaviors in candidates:

• Ownership: You use AI responsibly by protecting data, applying sound judgment, and taking accountability for the quality and accuracy of your work.
• Experimentation: You explore new AI capabilities and apply them to improve workflows within approved tools and practices.
• Leverage: You use AI to enhance thinking, improve efficiency, and increase your impact and your team’s.
• Learning: You stay current on emerging AI tools and trends, continuously build your skills, and share what you learn with others.

Together, these behaviors help build a workforce where technology amplifies human judgment, creativity, and impact.

Dropbox supports responsible use of AI for preparation, but misrepresentation of skills or experience is not permitted. To learn more, see our approach to AI in hiring .

Dropbox is an equal opportunity employer. We are a welcoming place for everyone, and we do our best to make sure all people feel supported and connected at work.

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