Jobs at Dropbox

Serve as a strategic FP&A partner to Product leadership, building financial models, business cases, forecasts, and scenario analyses. Evaluate growth initiatives, pricing, investments, and resource allocation while translating SaaS metrics and complex data into actionable recommendations. Collaborate with Product, Finance, Data Science, and Marketing teams, and improve analysis through automation, standardized processes, and AI-enabled workflows.

Own go-to-market readiness for product launches, pricing and packaging changes, migrations, and other commercial initiatives. Translate product decisions into operational requirements, coordinate cross-functional dependencies, validate end-to-end customer and seller workflows, manage launch risks, and improve readiness processes through reusable frameworks and automation.

Own regional Sales Operations infrastructure for NAMER, including territory and quota planning, account segmentation, forecasting governance, pipeline inspection, CRM hygiene, executive reporting, and operational cadence. Partner with Sales, Finance, Compensation, Systems, Analytics, and Enablement to improve coverage, forecast accuracy, workflow automation, and sales execution. Support organization design, onboarding, incentive programs, and channel deal registration while applying AI-enabled tools and sound business judgment.

Owns post-sale relationships for a portfolio of B2B SaaS customers, driving adoption, value realization, retention, renewals, and net revenue retention. Builds strategic stakeholder relationships, develops mutual success plans, leads business reviews and renewal conversations, identifies customer risks, and coordinates cross-functional mitigation and growth strategies. Uses customer data, product usage, sentiment, and business context to prioritize actions and improve outcomes.

Own Dropbox’s customer evidence program for managed sales, including advocacy outreach, consent, customer stories, ROI evidence, testimonials, peer reviews, and competitive proof. Set editorial standards, direct agency partners, manage the sales content library, deploy evidence into active deals, identify content gaps, and measure impact on pipeline, win rates, adoption, and sales-cycle velocity through Salesforce reporting.

Own scalable customer programs from planning and recruitment through launch, engagement, measurement, closeout, and handoff. Coordinate Product, Design, Research, Marketing, Customer Success, Sales, and Analytics teams. Lead pre-PMF product testing, relaunch the Customer Advisory Board, integrate customer testing into launch-readiness processes, and establish repeatable customer insight loops and operating playbooks.

Leads partner marketing strategy for Dropbox’s AI and ISV ecosystem, developing joint go-to-market strategies, positioning, integrated campaigns, launches, evergreen co-marketing, and performance optimization. Manages and coaches a partner marketing team while personally executing high-priority initiatives. Partners cross-functionally with Business Development, Product, Sales, Marketing, and Communications to drive adoption, awareness, pipeline, and revenue. Builds scalable operating mechanisms and AI-enabled marketing workflows with strong human oversight.

Serves as a technical security advisor during enterprise sales cycles, leading discovery, solution architecture, demonstrations, proofs of concept, and technical validations. Advises customers on data protection, DLP, DSPM, DAG, CASB, IAM, Zero Trust, sensitive-content risks, access governance, and security integrations. Partners with sales, product, engineering, and marketing teams while engaging security, IT, risk, compliance, and executive stakeholders across North and Latin America. Portuguese and English fluency and up to 20% travel are required.

Develop and execute personalized account-based marketing programs for strategic B2B accounts. Partner with Sales to prioritize accounts, engage buying groups, create pipeline, and accelerate opportunities through coordinated multi-channel campaigns. Analyze account, intent, engagement, and pipeline data; run experiments; apply AI responsibly; and scale successful campaigns into repeatable playbooks. The role requires strong writing, analytical judgment, cross-functional influence, and independent ownership of complex ABM initiatives.

Own and grow strategic distribution and ecosystem partnerships across AI, hardware, and SaaS to drive acquisition, adoption, and revenue. Identify opportunities, build business cases and financial models, lead negotiations, manage partner lifecycle, analyze performance, and collaborate cross-functionally to launch and scale partnerships.

Lead and grow a data engineering team to build and operate ingestion, transformation, orchestration, and serving layers. Drive data quality, observability, cost efficiency, self-serve analytics, engineering best practices, and cross-functional partnerships to deliver reliable, reusable data products for product, GTM, finance, and CTO stakeholders.

Own and architect the enterprise context layer for AI: set strategy, standards, and operating model for knowledge, metadata, provenance, and permissions; design control models for AI actions; drive platform/connector strategy; build federated stewardship and lifecycle policies; measure retrieval and grounding quality and partner with Legal, Privacy, Security, IT, and Engineering.

Lead Dropbox's enterprise competitive intelligence across multiple product lines. Build an operating model to collect, analyze, and distribute competitive and market insights. Produce executive briefings, battlecards, win/loss analysis, and actionable recommendations to inform sales, product, and GTM strategy. Modernize programs using AI, automation, and research platforms while partnering cross-functionally to measure impact and enable customer-facing teams.