The opportunity
Dropbox is hiring a Head of Field & Partner Marketing to lead our global field and partner marketing organization and drive pipeline growth across our Sales-Led Growth (SLG) business and strategic partner ecosystem.
What you'll do
SLG & Partner Pipeline Accountability: Own the strategic vision and performance metrics (creation, coverage, and acceleration) for both direct field pipeline and indirect partner-led business globally.
Integrated Demand Generation: Lead the Integrated Marketing team to design and deploy highly optimized mid- and bottom-funnel acquisition campaigns that move prospects effectively through the sales pipeline.
Content & Customer Campaigns: Oversee the upstream Campaigns team to deliver compelling content frameworks and high-impact customer marketing initiatives that drive post-sale engagement, adoption, brand advocacy, and net revenue retention (NRR).
Partner Alliance & Co-Marketing: Develop and execute high-impact joint marketing programs with strategic AI and productivity ecosystem partners (including ChatGPT, Claude, Gemini). Build compelling value propositions that position Dropbox as the core content layer for modern workflows.
Distribution & Channel Support: Oversee marketing strategies to and through Dropbox’s distribution networks and cloud marketplaces to support our incremental channel revenue stream.
Account-Based Marketing (ABM) Strategy: Build, scale, and institutionalize Dropbox’s ABM framework. Define account selection, tiering, multi-channel orchestration, and tailored campaigns for high-value corporate and mid-market accounts.
What they're looking for
- + years of B2B marketing experience with increasing leadership responsibility: spanning field marketing, partner/channel marketing, and demand generation.
- + years of experience leading, scaling, and managing multi-disciplinary: marketing teams, including direct oversight of demand generation, content/creative production, or customer marketing functions.
- Ecosystem & Tech Alliance Experience: Proven track record of managing joint marketing programs with major technology platforms, SaaS alliances, or AI ecosystems.
- Sales Alignment: Experience partnering directly with Sales VPs, directors, and external partner leadership in a multi-tiered GTM environment.
- B2B Funnel Mastery: Deep understanding of multi-month B2B sales cycles, buying committees, account progression, and revenue attribution models.
- Data-Driven Mindset: Strong analytical orientation with hands-on experience using pipeline metrics, win rates, funnel velocity, and ROI modeling to drive investment decisions.
- Hybrid GTM Experience: Proven success working within a hybrid B2B model, specifically leveraging product-led metrics (PQLs, active usage) to fuel sales pipelines and partner co-selling.
- Global Scale: Experience supporting multi-region sales and partner organizations, with a strong ability to balance global consistency with local market nuances.
