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 Marketing team sets product positioning and strategy, manages product launches, and gathers customer insights. We’re responsible for maximizing our products' potential, in order to delight our users and help Dropbox grow. We partner with teams across the company, including Product, Sales, and Engineering.

• Build. You’ll have the opportunity to build the vision, focus, and future for this team, from the ground up.
• Define. You’ll help define a company-wide segmentation that can be used to answer the question “who am I selling to?”. You’ll guide the team to deeply understand our customers, industry, and verticals. Your team will understand our customer’s pain points and define a point of view for how to address them.
• Design. You’ll design impactful enablement programs to help our sales teams communicate the value of Dropbox and become proficient in telling the Dropbox story—to the right audience. You’ll work with your team to define, propose, and determine the sales plays, pitch decks, and more to enable success.

• Partner with Sales Strategy and determine the customer segments to focus on to drive revenue
• Build compelling and customer-centric narratives for our sales teams to use when engaging with customers of various sizes, including industry and vertical specific narratives
• Build innovative sales tools and marketing assets, including pitch decks, discovery questions, data sheets, and ebooks to help our sales and demand generation teams clearly communicate our message.
• Equip the sales team with the necessary knowledge about markets, buyers, Dropbox and its offerings, and the competition to effectively communicate the value of Dropbox solutions to customers and prospects.
• Work with our Customer Marketing team to develop informative customer case studies which communicate the value proposition of Dropbox. Develop digital solutions that can be used to drive a multi-touch buying journey that helps to educate the buyer, while reducing the time to close.
• Collaborate and with Revenue Enablement to organize and centralize sales resources in Highspot and other tools for easy access and utilization by the sales team. Regularly update and maintain content to reflect changes in product offerings, competitive landscape, and customer needs.
• Work closely with the demand generation team to develop and execute marketing campaigns that drive awareness, consideration, and adoption of Dropbox solutions.
• Collaborate closely with subject matter experts, product managers, and other stakeholders to develop engaging and persuasive content tailored to sales, business development, and customer success needs.
• Foster strong relationships with revenue enablement, field marketing, sales, customer success, sales engineering, and other teams to drive effective collaboration and alignment of marketing efforts.
• Partner with Revenue Enablement to deliver training programs, workshops, and materials to enhance the teams' understanding of product features, use cases, competitive positioning, and customer benefits.
• Partner with product marketing managers and competitive intelligence managers to conduct competitive analysis to position Dropbox solutions effectively in the market and differentiate them from competitors.
• Partner with Revenue Enablement to establish metrics and KPIs to measure the impact of sales knowledge enablement efforts on revenue growth and customer success.

• Deep understanding of the sales process, customer behavior, and market trends
• 10+ years leadership experience, with 6+ years working closely with sales
• Excellent leadership and communication skills, with the ability to influence and collaborate cross-functionally.
• Strong marketing competencies across strategic planning, content creation, sales enablement, and performance reporting
• Familiarity with sales enablement technologies, CRM systems, and analytics tools
• Experience partnering with Sales, Productivity, Customer Success, and Marketing Operations teams
• Excellent communication skills (written, verbal, visual), both for internal audiences and customer-facing messaging
• Strong analytical skills, with demonstrated capabilities interpreting data and qualitative research and distilling into actionable key takeaways
• Experience leading high performing teams

• Worked in SaaS productivity or related product category
• Experience in creating and/or implementing customer-centric sales methodologies and approaches a plus
• Direct sales experience, sales enablement, or customer-facing experience a plus — to establish credibility with sellers
• Experience with multi-route GTM enablement strategy a plus. Additionally, experience navigating a transition in business model (e.g., Adobe moving from box licensing to SaaS).
• Master’s degree/MBA a plus

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, Latinx, Pridebox (LGBTQ), Vets at Dropbox, Women at Dropbox, ATX Diversity (based in Austin, Texas) and the Dropbox Empowerment Network (based in Dublin, Ireland).