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.
Company Description
Dropbox isn’t just a workplace—it’s a living lab for more enlightened ways of working. We're a global community of more than 2,000 bold visionaries and resourceful doers who are shaping the future of Dropbox—and with it the future of work. Our Virtual First model combines the flexibility of a distributed workplace with the power of human connection, making space for both meaningful work and meaningful relationships. With our start-up mindset and enterprise-level opportunities, you can be who you are and grow into who you’re meant to be. Here, you can own your impact to make work more intuitive, joyful, and human—for you as a Dropboxer and for hundreds of millions of people worldwide. If you're ready to push boundaries—and yourself— Dropbox is ready for you.
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
The lead for Dash GTM Sales Strategy and Programs will drive Dropbox’s revenue growth, customer acquisition, and market expansion for our Dash product. This role will lead our growth strategy, design and execute end-to-end programs that align closely with Commercial Sales, Customer Success, Channel, and Customer Support Organization (CSO) strategies. The ideal candidate will leverage data-driven insights and cross-functional collaboration to deliver high-impact growth initiatives, optimize program effectiveness, and ensure global scalability and alignment.
Responsibilities
Develop and execute comprehensive GTM (Go-to-Market) programs that drive pipeline performance and revenue growth, particularly for Dash products.
Identify and implement sales plays, campaigns, offers, and incentives to capture new customer segments and expand existing accounts.
Evaluate and recommend strategic growth levers that support sales campaigns, lead generation, and conversion efforts.
Apply customer segmentation frameworks and competitive insights to drive targeted initiatives across different regions, products, and routes to market.
Work closely with Marketing, Product, Global Sales and Channel, Customer Success and Experience, and Commercial Strategy and Operations teams to ensure GTM programs are aligned with overarching business goals.
Collaborate with regional leaders to embed “voice of the field” insights, ensuring that programs are scalable, relevant, and impactful in various markets.
Monitor and optimize program effectiveness, making data-driven adjustments to drive consistent improvements full lifecycle.
Conduct regular business reviews to track the impact of growth levers and report on program performance trends.
Contribute to annual planning scenarios and execution plans, aligning GTM efforts with Dropbox’s broader commercial strategy.
Create and deliver strategic narratives for business reviews, highlighting critical growth levers and associated performance trends across global markets.
Stay informed on industry trends, competitive landscape, and customer behavior to refine strategies and inform tactical decisions.
Ensure Dropbox’s GTM approach remains competitive and forward-thinking, focusing on differentiation and value delivery.
Requirements
10+ years in GTM strategy, sales programs, or related roles, ideally in a SaaS or tech environment.
Proven ability to design, implement, and refine high-impact sales and GTM programs.
Strong cross-functional leadership skills; able to align multiple stakeholders around shared goals.
Proficiency in data-driven decision-making, with the ability to monitor program effectiveness and adjust strategies accordingly.
Deep understanding of customer acquisition, retention, and expansion tactics within a commercial sales context.
Excellent narrative-building and presentation skills, with experience delivering insights to senior leadership.
Preferred Qualifications
Ideally experience in a SaaS or tech environment.
Compensation
US Zone 1
This role is not available in Zone 1 US Zone 2 $168,300—$227,700 USD US Zone 3 $149,600—$202,400 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: Austin (TX) metro, Chicago metro, California (outside SF metro), Colorado, Connecticut (outside NYC metro), Delaware, Massachusetts, New Hampshire, New York (outside NYC metro), Oregon, Pennsylvania (outside NYC or DC metro), Washington DC metro, and West Virginia (DC metro)
- US Zone 3: All other US locations
Benefits
Dropbox is committed to investing in the holistic health and wellbeing of all Dropboxers and their families. Our benefits and perks programs include, but are not limited to:
Competitive medical, dental, and vision coverage
401(k) plan with a generous company match and immediate vesting
Flexible PTO/Paid Time Off, paid holidays, Volunteer Time Off, and more, allowing you time to unplug, unwind, and refresh
Income Protection Plans: Life and disability insurance
Business Travel Protection: Travel medical and accident insurance
Perks Allowance to be used on what matters most to you, whether that’s wellness, learning and development, food and groceries, and much more
Parental benefits including: Parental Leave, Child and Adult Care, Day Care FSA, Fertility Benefits, Adoption and Surrogacy Support, and Lactation Support
Access to over 10,000 global co-working spaces through Gable.to , making it easy to book flexible workspaces for collaboration or individual work
Quarterly Cell phone and internet allowance
Mental health and wellness benefits
Disability and neurodivergence support benefits
Additional benefit details are available upon request.
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.
