Principal, Market & Competitive Intelligence Manager

Open Role

Principal, Market & Competitive Intelligence Manager

• Remote
• Full Time

Dropbox is a Virtual First company. For this role, we are hiring in Zones 2 and 3. Please refer to our Compensation section below to see what neighborhoods fall under each Zone.

Role Description

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. 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. 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. 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.

Responsibilities

• Lead Dropbox’s enterprise competitive intelligence program across Dropbox Core, DocSend, Sign and Sign API, and Dropbox Protect.
• Establish a company-wide operating model for collecting, prioritizing, analyzing, distributing, and measuring competitive intelligence.
• 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.
• 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.
• 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.
• 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.
• 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.

Requirements

• 10+ years of experience in competitive intelligence, product marketing, market strategy, corporate strategy, or a related B2B SaaS discipline.
• Demonstrated ownership of an end-to-end competitive intelligence program, including executive intelligence, win/loss analysis, field enablement, and strategic recommendations.
• A record of translating complex qualitative and quantitative signals into clear points of view that influenced product, go-to-market, or revenue decisions.
• Deep experience partnering with Sales, GTM Strategy, Product Marketing, and Product teams in competitive markets and customer situations.
• Strong executive presence and the ability to communicate concise, evidence-based recommendations to senior leaders.
• Excellent cross-functional leadership skills, with a record of creating alignment and driving action in complex organizations without formal authority.
• Exceptional analytical, written, verbal, and visual communication skills, with the ability to balance long-range strategic work and fast-turn execution.

Preferred Qualifications

• Experience in AI-powered software, content management, collaboration, e-signature, document workflows, or security markets.
• Experience building or modernizing competitive intelligence across a multi-product portfolio or decentralized organization.
• Familiarity with platforms such as Crayon, Clozd, and AlphaSense, including using AI and automation to scale research, synthesis, and delivery.
• Experience partnering with Revenue Operations or Sales Operations to measure program adoption, decision influence, and business impact.

Compensation

US Zone 1 This role is not available in Zone 1 US Zone 2 $185,100—$250,500 USD US Zone 3 $164,600—$222,600 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

Check 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 Dropbox Marketing Team shows the world how Dropbox makes work better. We're storytellers and strategists, exploring new ways to connect our products with the people who need them. From product launches to campaign strategy, message positioning to digital marketing, we blend creativity with data-driven insights to build our brand and grow our impact. Working across disciplines, you will tap into your own inventiveness while collaborating with teams throughout the organization, including Product, Sales and Engineering. If you're excited about translating complex technologies into engaging narratives and shaping how the world understands and experiences Dropbox, join our Marketing team.

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. Read More