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

We are seeking a strategic and experienced leader to join us as Senior Manager of Pricing and Packaging. This role will drive the development and execution of pricing and packaging strategies that accelerate growth across a multi-product portfolio and align with a sales-led go-to-market (GTM) motion. You will play a critical role in shaping the company’s monetization strategies, leveraging your expertise in multi-product environments and sales-led models to deliver exceptional results.

Responsibilities

• Strategic Leadership: Develop and implement a cohesive company-level pricing and packaging strategy, ensuring alignment with a sales-led GTM motion and multi-product offerings.
• Revenue Acceleration: Drive revenue growth through innovative pricing models, bundling strategies, and tailored approaches for different customer segments, considering the nuances of multi-product environments.
• Customer Insights: Lead customer research initiatives, including quantitative pricing studies (e.g., conjoint analysis, Van Westendorp), and leverage insights to shape strategies that address customer needs and purchasing behavior in sales-led engagements.
• Data-Driven Decision-Making: Analyze customer, usage, transaction, and market data to identify key trends, inform strategic decisions, and deliver actionable insights to the executive team.
• Cross-Functional Collaboration: Partner with Sales, Product, Product Marketing, Finance, Sales Operations and Executive teams to ensure pricing and packaging strategies are operationally executable and aligned with broader business goals.
• Executive Influence: Present recommendations to senior leadership, driving alignment and gaining buy-in for strategies that impact revenue growth and customer satisfaction.

Requirements

• 8+ years of experience in the technology industry, with a focus on Pricing & Packaging, Monetization, Business Planning, Product Marketing, or Corporate Strategy.
• 2+ years leading pricing and packaging initiatives in multi-product organizations with a sales-led GTM motion.
• Proven success designing and executing monetization strategies that scale in sales-driven and multi-product settings.
• Strong understanding of pricing frameworks and methodologies, including tiered models, value-based pricing, and usage-based approaches for complex product portfolios.
• Advanced analytical skills with experience synthesizing large datasets into actionable strategies.
• Familiarity with segmentation, predictive analytics, and sales enablement metrics.
• Demonstrated ability to incorporate customer research into monetization strategies tailored to sales-led customer journeys.
• Deep understanding of sales cycles and how pricing influences decision-making across deal stages.
• Strong collaboration skills with experience leading cross-functional initiatives that require alignment across Sales, Product, and Marketing.
• Exceptional communication and presentation skills, with a proven ability to influence senior executives.

Preferred Qualifications

• Bachelor’s degree in business, economics, or related quantitative disciplines; MBA preferred.
• Expertise in balancing customer acquisition, expansion, and retention in sales-led contexts.

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).