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.

Role Description

As a key member of the Marketing Operations & Technology team, the Marketing Funnel Operations Manager will oversee our lead management across the Marketing and Sales funnel.

The ideal candidate will have a strong understanding of lead funnel dynamics, process optimization, and data analysis, ensuring leads are effectively nurtured and progress through the funnel. This role will closely collaborate with marketing, sales, sales operations, product, and IT teams to align lead management strategies and best practices across the organization.

Responsibilities

Lead Flow Optimization:

• Design, implement, and continuously improve lead management processes and workflows to ensure high-quality leads are delivered to sales.
• Define lead qualification criteria and lead scoring models.
• Monitor lead performance and conversion metrics to identify opportunities for improvement.
• Maintain a strong feedback loop between sales and marketing to continually refine lead generation strategies.

Technology & Tools Management:

• Oversee lead distribution system (LeanData), ensuring that leads are assigned appropriately to the correct sales representatives based on geography, product interest, and lead score while aligning to strategy.
• Oversee the effective use of lead management tools such as Marketing automation (Marketo), lead enrichment (Clearbit), lead scoring (MadKudu), and CRM (Salesforce), ensuring optimal configuration and utilization.

Process Documentation & Continuous Improvement:

• Document lead management processes, best practices, and workflows to ensure consistency and scalability.
• Continuously identify process gaps and inefficiencies and recommend improvements to enhance lead management performance.

Data Management & Reporting:

• Provide operational support to enable tracking of key lead management metrics, including lead volume, conversion rates, pipeline velocity, and lead source effectiveness.
• Provide actionable insights and recommendations to optimize lead generation efforts and sales team performance.
• Ensure accurate data entry, tracking, and reporting within Marketo and Salesforce.

Requirements

• 5+ years of experience in B2B Marketing Operations/Lead Management Operations
• Proficient in Marketo (Marketo Certification preferred) and Salesforce CRM
• Experience with LeanData (routing) is highly valued
• Strong passion for Marketing Operations and Lead Management, consistently seeking to improve lead funnel efficiency for B2B
• Logical thinker with a process-oriented approach, skilled in designing workflows, updating processes, and solving complex challenges
• Detail-oriented and highly analytical
• Excellent collaboration skills, adept at managing stakeholders and working effectively within cross-functional teams
• Able to communicate effectively and precisely across a wide spectrum of technical and non-technical stakeholders in varying levels and functions
• Ability to work independently

Preferred Qualifications

• Bachelor’s Degree in Marketing or related field or equivalent experience
• In-depth knowledge of lead generation, lead funnel strategy and sales acceleration best practices
• Certification in MarTech systems highly valued

Compensation

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).