About the Role
<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>