Senior Manager, GTM Strategy and Programs

Company Description

Dropbox is a special place where we are all seeking to fulfill our mission to design a more enlightened way of working. We’re looking for innovative talent to join us on our journey. The words shared by our founders at the start of Dropbox still ring true today. Wouldn’t it be great if our working environment—and the tools we use—were designed with people’s actual needs in mind? Imagine if every minute at work were well spent—if we could focus and spend our time on the things that matter. This is possible, and Dropbox is connecting the dots. The nearly 3,000 Dropboxers around the world have helped make Dropbox a living workspace - the place where people come together and their ideas come to life. Our 700+ million global users have been some of our best salespeople, and they have helped us acquire customers with incredible efficiency. As a result, we reached a billion dollar revenue run rate faster than any software-as-a-service company in history. Dropbox is making the dream of a fulfilling and seamless work life a reality. We hope you’ll join us on the journey.

Team Description

Our Business Strategy & Operations team sets and drives key business initiatives across the company. We complement and support product, engineering, sales, and marketing teams across three critical areas: corporate and business unit strategy, business planning and sales operations, and business systems and tools development.

Role Description

As the Senior Partner, GTM Strategy and Programs focused on the Global Commercial Strategy and Operations organization, you will play a crucial role in driving revenue growth, market expansion, and program scalability for Dropbox’s product lines. You will work across planning and forecasting, measuring GTM program success, driving partner alignment, and evaluating program impact to ensure Dropbox’s global growth objectives are met.

By joining Dropbox in this role, you will play a crucial part in shaping the global GTM strategy for a leading SaaS company. You’ll get substantial senior leadership exposure, opportunities to impact high-priority initiatives, and the chance to lead transformative programs that drive significant business outcomes. This role offers a dynamic, fast-paced environment where innovation and collaboration are valued.

Responsibilities

• Develop and execute scalable GTM strategies to drive revenue growth and market expansion across product lines.
• Collaborate with cross-functional teams, including Sales, Marketing, Product, and Operations, to align GTM programs with business objectives.
• Design and implement data-driven initiatives, including sales plays, campaigns, offers, and incentives, to capture new customer segments and expand existing accounts.
• Build and execute partner-focused programs to enhance partner performance, retention, and engagement.
• Monitor and analyze the effectiveness of GTM initiatives, making adjustments based on insights and performance metrics.
• Serve as a strategic advisor to senior leadership, presenting key findings, opportunities, and recommendations.
• Evaluate market trends, competitive dynamics, and customer feedback to refine strategic direction and program design.
• Lead and mentor a team of program managers, fostering a culture of collaboration, innovation, and accountability.
• Create and deliver strategic narratives and business reviews to communicate progress and impact to key stakeholders.
• Drive the adoption of tools and technologies to optimize program execution and tracking.

Requirements

• Bachelor’s degree in Business, Marketing, or a related field; MBA or equivalent experience preferred.
• 10+ years of experience in GTM strategy, sales programs, or channel program management, preferably in SaaS or technology industries.
• Proven track record of building and scaling successful global GTM programs and channel strategies.
• Strong strategic thinking and analytical skills, with the ability to translate complex strategies into actionable initiatives.
• Exceptional cross-functional leadership skills, with experience aligning diverse stakeholders.
• Deep understanding of customer acquisition, retention, and expansion tactics in a commercial sales context.
• Outstanding communication and presentation skills, with experience delivering insights to senior leadership.
• Ability to travel as needed for partner and team collaboration.

Preferred Qualifications

• Experience working with marketplaces, system integrators, and global reseller networks.
• Expertise in leveraging CRM tools and data analytics platforms for GTM strategy development.
• Familiarity with B2B SaaS product ecosystems and subscription-based business models.

Compensation

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. A big part of that effort is our support for members and allies of internal groups like Asians at Dropbox, BlackDropboxers, enABLE, TODOS (Latinx), Pridebox (LGBTQ), Vets at Dropbox, and Women at Dropbox.