Principal, Market & Competitive Intelligence Manager
<h2 class="p1"><span class="s1">Role Description</span></h2> <p><span class=" author-d-iz88z86z86za0dz67zz78zz78zz74zz68zjz80zz71z9iz90z9z122zkz87zz82zz65zlz75zz65zy8z84zz75zkz82z3nz85z14c8euv6lez82zz89zz82z">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.</span></p> <p><span class=" author-d-iz88z86z86za0dz67zz78zz78zz74zz68zjz80zz71z9iz90z9z122zkz87zz82zz65zlz75zz65zy8z84zz75zkz82z3nz85z14c8euv6lez82zz89zz82z">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.</span></p> <p><span class=" author-d-iz88z86z86za0dz67zz78zz78zz74zz68zjz80zz71z9iz90z9z122zkz87zz82zz65zlz75zz65zy8z84zz75zkz82z3nz85z14c8euv6lez82zz89zz82z">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.</span></p> <p><span class=" author-d-iz88z86z86za0dz67zz78zz78zz74zz68zjz80zz71z9iz90z9z122zkz87zz82zz65zlz75zz65zy8z84zz75zkz82z3nz85z14c8euv6lez82zz89zz82z">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.</span></p> <h2 class="p1"><span class="s1">Responsibilities</span></h2> <ul> <li><span class=" author-d-iz88z86z86za0dz67zz78zz78zz74zz68zjz80zz71z9iz90z9z122zkz87zz82zz65zlz75zz65zy8z84zz75zkz82z3nz85z14c8euv6lez82zz89zz82z">Lead Dropbox’s enterprise competitive intelligence program across Dropbox Core, DocSend, Sign and Sign API, and Dropbox Protect.</span></li> <li><span class=" author-d-iz88z86z86za0dz67zz78zz78zz74zz68zjz80zz71z9iz90z9z122zkz87zz82zz65zlz75zz65zy8z84zz75zkz82z3nz85z14c8euv6lez82zz89zz82z">Establish a company-wide operating model for collecting, prioritizing, analyzing, distributing, and measuring competitive intelligence.</span></li> <li><span class=" author-d-iz88z86z86za0dz67zz78zz78zz74zz68zjz80zz71z9iz90z9z122zkz87zz82zz65zlz75zz65zy8z84zz75zkz82z3nz85z14c8euv6lez82zz89zz82z">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.</span></li> <li><span class=" author-d-iz88z86z86za0dz67zz78zz78zz74zz68zjz80zz71z9iz90z9z122zkz87zz82zz65zlz75zz65zy8z84zz75zkz82z3nz85z14c8euv6lez82zz89zz82z">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.</span></li> <li><span class=" author-d-iz88z86z86za0dz67zz78zz78zz74zz68zjz80zz71z9iz90z9z122zkz87zz82zz65zlz75zz65zy8z84zz75zkz82z3nz85z14c8euv6lez82zz89zz82z">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.</span></li> <li><span class=" author-d-iz88z86z86za0dz67zz78zz78zz74zz68zjz80zz71z9iz90z9z122zkz87zz82zz65zlz75zz65zy8z84zz75zkz82z3nz85z14c8euv6lez82zz89zz82z">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.</span></li> <li><span class=" author-d-iz88z86z86za0dz67zz78zz78zz74zz68zjz80zz71z9iz90z9z122zkz87zz82zz65zlz75zz65zy8z84zz75zkz82z3nz85z14c8euv6lez82zz89zz82z">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.</span></li> </ul> <h2 class="p1"><span class="s1">Requirements</span></h2> <ul> <li><span class=" author-d-iz88z86z86za0dz67zz78zz78zz74zz68zjz80zz71z9iz90z9z122zkz87zz82zz65zlz75zz65zy8z84zz75zkz82z3nz85z14c8euv6lez82zz89zz82z">10+ years of experience in competitive intelligence, product marketing, market strategy, corporate strategy, or a related B2B SaaS discipline.</span></li> <li><span class=" author-d-iz88z86z86za0dz67zz78zz78zz74zz68zjz80zz71z9iz90z9z122zkz87zz82zz65zlz75zz65zy8z84zz75zkz82z3nz85z14c8euv6lez82zz89zz82z">Demonstrated ownership of an end-to-end competitive intelligence program, including executive intelligence, win/loss analysis, field enablement, and strategic recommendations.</span></li> <li><span class=" author-d-iz88z86z86za0dz67zz78zz78zz74zz68zjz80zz71z9iz90z9z122zkz87zz82zz65zlz75zz65zy8z84zz75zkz82z3nz85z14c8euv6lez82zz89zz82z">A record of translating complex qualitative and quantitative signals into clear points of view that influenced product, go-to-market, or revenue decisions.</span></li> <li><span class=" author-d-iz88z86z86za0dz67zz78zz78zz74zz68zjz80zz71z9iz90z9z122zkz87zz82zz65zlz75zz65zy8z84zz75zkz82z3nz85z14c8euv6lez82zz89zz82z">Deep experience partnering with Sales, GTM Strategy, Product Marketing, and Product teams in competitive markets and customer situations.</span></li> <li><span class=" author-d-iz88z86z86za0dz67zz78zz78zz74zz68zjz80zz71z9iz90z9z122zkz87zz82zz65zlz75zz65zy8z84zz75zkz82z3nz85z14c8euv6lez82zz89zz82z">Strong executive presence and the ability to communicate concise, evidence-based recommendations to senior leaders.</span></li> <li><span class=" author-d-iz88z86z86za0dz67zz78zz78zz74zz68zjz80zz71z9iz90z9z122zkz87zz82zz65zlz75zz65zy8z84zz75zkz82z3nz85z14c8euv6lez82zz89zz82z">Excellent cross-functional leadership skills, with a record of creating alignment and driving action in complex organizations without formal authority.</span></li> <li><span class=" author-d-iz88z86z86za0dz67zz78zz78zz74zz68zjz80zz71z9iz90z9z122zkz87zz82zz65zlz75zz65zy8z84zz75zkz82z3nz85z14c8euv6lez82zz89zz82z">Exceptional analytical, written, verbal, and visual communication skills, with the ability to balance long-range strategic work and fast-turn execution.</span></li> </ul> <div> <h2>Preferred Qualifications</h2> <ul> <li><span class=" author-d-iz88z86z86za0dz67zz78zz78zz74zz68zjz80zz71z9iz90z9z122zkz87zz82zz65zlz75zz65zy8z84zz75zkz82z3nz85z14c8euv6lez82zz89zz82z">Experience in AI-powered software, content management, collaboration, e-signature, document workflows, or security markets.</span></li> <li><span class=" author-d-iz88z86z86za0dz67zz78zz78zz74zz68zjz80zz71z9iz90z9z122zkz87zz82zz65zlz75zz65zy8z84zz75zkz82z3nz85z14c8euv6lez82zz89zz82z">Experience building or modernizing competitive intelligence across a multi-product portfolio or decentralized organization.</span></li> <li><span class=" author-d-iz88z86z86za0dz67zz78zz78zz74zz68zjz80zz71z9iz90z9z122zkz87zz82zz65zlz75zz65zy8z84zz75zkz82z3nz85z14c8euv6lez82zz89zz82z">Familiarity with platforms such as Crayon, Clozd, and AlphaSense, including using AI and automation to scale research, synthesis, and delivery.</span></li> <li><span class=" author-d-iz88z86z86za0dz67zz78zz78zz74zz68zjz80zz71z9iz90z9z122zkz87zz82zz65zlz75zz65zy8z84zz75zkz82z3nz85z14c8euv6lez82zz89zz82z">Experience partnering with Revenue Operations or Sales Operations to measure program adoption, decision influence, and business impact.</span></li> </ul> <h2 data-usually-unique-id="044234883370604133046166"><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qowz81zqz90zkz74zz76zeez80zz68zz89zz88zvqz86zuxlz73zexxz80zz73z6d6z72zz79zsz77z">Compensation</span></h2> </div><div class="content-pay-transparency"><div class="pay-input"><div class="description"><p><span style="font-size: 16px;">US Zone 1</span></p> <p><span style="font-size: 16px;">This role is not available in Zone 1</span></p></div><div class="title">US Zone 2</div><div class="pay-range"><span>$185,100</span><span class="divider">—</span><span>$250,500 USD</span></div></div><div class="pay-input"><div class="title">US Zone 3</div><div class="pay-range"><span>$164,600</span><span class="divider">—</span><span>$222,600 USD</span></div></div></div>