Jobs at Dropbox

Runs scalable customer programs connecting product development and go-to-market teams. Responsibilities include recruiting and engaging customers for pre-PMF testing, coordinating cross-functional stakeholders, establishing operating infrastructure and readiness criteria, managing Customer Advisory Board activities, integrating customer testing into launch processes, and synthesizing feedback into product and GTM decisions.

Leads Dropbox’s global Revenue and Marketing Operations strategy across SMB, Mid-Market, and Enterprise segments. Owns revenue planning, forecasting, segmentation, territories, quotas, incentives, GTM systems, analytics, pipeline management, and operational cadence across the customer lifecycle. Partners with executive leadership, Finance, Sales, Marketing, Product, and Customer teams to drive predictable growth, AI adoption, productivity, and transformation while building a high-performing Revenue Operations organization.

Own the full sales cycle for Dropbox’s B2B SaaS solutions, from pipeline generation and prospecting through deal closure and renewal. Build relationships with mid-market and enterprise customers, conduct discovery, apply qualification and value-selling frameworks, forecast accurately, meet revenue targets, and expand accounts. Collaborate with internal teams to refine messaging, influence product and go-to-market strategy, and identify new use cases in evolving markets.

Own the full B2B SaaS sales cycle across LATAM, from outbound pipeline creation through closing. Generate demand through prospecting, account mapping, events, and partners; qualify and advance complex mid-market and enterprise opportunities using MEDDICC, SPICED, and value-selling methods. Forecast accurately, meet revenue targets, engage executive stakeholders, and help shape Dropbox’s go-to-market strategy, messaging, use cases, and sales motion.

Own DocSend customer-facing product experiences from discovery through launch and iteration. Define product strategy, prioritize customer problems, guide Engineering and Design, evaluate quantitative and qualitative insights, establish success measures, and drive foundational improvements, AI-powered workflows, and multi-product experiences across Dropbox and DocSend.

Leads Dropbox’s global field and partner marketing organization, owning regional strategy, account-based marketing, demand generation, partner co-marketing, channel support, customer campaigns, and PLG-to-SLG conversion. The role manages pipeline performance, sales and alliance alignment, executive engagement programs, and a globally distributed multidisciplinary marketing team. It requires extensive B2B marketing leadership, ecosystem partnership experience, funnel expertise, data-driven decision-making, and global GTM experience.

Manage adoption, customer health, renewal readiness, retention, and growth across a scaled B2B SaaS customer portfolio. Design lifecycle campaigns, analyze customer and product signals, coordinate with Renewals and Sales, manage inbound customer channels, execute save plays, conduct targeted customer conversations, and surface customer insights and qualified growth opportunities.

Serve as a strategic finance partner to Product leadership, building financial models, forecasts, business cases, and scenario analyses for growth initiatives, pricing, investments, and resource allocation. Analyze SaaS metrics such as ARR, retention, churn, and unit economics, translating complex data into recommendations for senior leaders. Collaborate across Product, Finance, Data Science, and Marketing while improving analysis through automation, standardized processes, and AI-enabled workflows.

Owns go-to-market readiness for product launches, pricing and packaging changes, migrations, deprecations, and route-to-market changes. Translates product decisions into commercial and operational requirements, coordinates cross-functional teams, validates end-to-end customer and seller workflows, manages launch risks, and improves readiness processes through reusable frameworks and automation.

Own regional Sales Operations infrastructure, including territory and quota planning, forecasting governance, pipeline inspection, CRM hygiene, executive reporting, and operational improvements. Partner with sales leadership, finance, compensation, systems, analytics, and enablement to improve coverage, forecast accuracy, workflow automation, and execution across multiple sales channels.

Own Dropbox’s customer evidence program, including customer advocacy, case studies, ROI studies, testimonials, peer reviews, and competitive proof. Set editorial standards, direct agency partners, manage the sales content library, deploy evidence into active enterprise deals, and measure its impact on pipeline, win rates, adoption, and sales-cycle velocity. Partner with Sales, Customer Success, Marketing Operations, and product teams to prioritize evidence and report performance.

Own the full B2B SaaS sales cycle for Dropbox’s Product Suite and emerging AI products, from outbound prospecting and pipeline generation through closing and renewal. Develop mid-market and enterprise opportunities, lead discovery, apply MEDDICC or SPICED qualification and value-selling frameworks, forecast accurately, meet revenue targets, and collaborate with Product and go-to-market teams to refine messaging and sales strategy.

Leads Dropbox’s global direct tax reporting organization, overseeing ASC 740 tax provisions, worldwide income tax compliance, SEC disclosures, tax accounting, SOX controls, audits, and regulatory support. Develops tax strategy, builds high-performing teams, drives AI and automation adoption, strengthens governance, and partners with Finance and business stakeholders on complex tax matters and strategic initiatives.

Own and grow strategic distribution and ecosystem partnerships across AI, hardware, developer, and SaaS ecosystems. Identify opportunities, build business cases and financial models, lead commercial negotiations, manage partnership lifecycle, and collaborate cross-functionally to drive customer acquisition, product adoption, and revenue growth while using data and AI-enabled tools to optimize outcomes.

Lead and scale Dropbox's enterprise competitive intelligence across multiple products. Build an operating model to collect and analyze competitor activity, win/loss, market shifts, and field signals. Deliver executive briefings, battlecards, alerts, and decision-ready recommendations to Sales, Product, and GTM teams. Own and modernize the win/loss program, partner cross-functionally to improve differentiation and enablement, and use AI and automation to measure and scale program impact.