Role Description

As a GTM Strategy Partner focused on the Managed Sales organization, you will run the engine room for strategy and insights that guide how Dropbox grows, defends, and acquires customers. You will play a crucial role in areas such as identifying growth opportunities, shaping the GTM strategies that land in the field and informing planning and targeting decisions. Your work will directly influence the iteration of Sales Plays, prioritisation frameworks, planning and forecasting and performance measurement

You will shape high impact decisions for GTM Leadership. You’ll get substantial senior leadership exposure, gain deep visibility into Dropbox’s commercial business, and play a central role in driving measurable revenue outcomes

You will be part of the GTM Strategy & Field Operations team, which is the programmatic GTM muscle for Dropbox Managed Sales. The team drives measurable revenue impact by creating strategy and bridging into repeatable field execution. This role partners closely with Sales, RevOps, Finance, Marketing, and Analytics to ensure strategy is sharp, data informed, and executable in the field.

Responsibilities

• Conduct structured, data driven analyses to identify growth opportunities, risks, ICP focus areas, and programmatic feedback loops
• Lead the insight and problem framing behind GTM decisions, including customer targeting, segmentation and prioritization
• Translate insights into clear executive-ready recommendations that shape GTM Strategy, Sales Plays, and investment decisions
• Design analytical frameworks, performance dashboards, and decision models (in partnership with Analytics teams)
• Provide Program Managers with strategic inputs required to design and iterate Sales Plays (the “what” and “why”)
• Act as a thought partner to sales and strategy leaders, stress testing assumptions and elevating insight-led perspectives

Requirements

• Bachelor or Master’s degree in business, finance, economics, statistics, or a related field
• Minimum of 7 years experience in management consulting, strategy, BizOps, or similar analytical roles
• Highly advanced skills in Sheets or Excel, and working proficiency in Tableau and SQL
• Proven ability to turn raw data into structured analyses, insights, and clear business recommendations
• Strong communication and executive storytelling skills, with experience preparing leadership-facing materials
• Demonstrated ability to work across complex cross functional environments and influence stakeholders
• Experience conducting opportunity sizing, funnel analysis, or coverage design
• Ability to operate with high ownership, navigate ambiguity, and drive clarity in evolving environments
• Experience working in GTM strategy, RevOps, or Sales Programs within a SaaS environment

Preferred Qualifications

• Familiarity with propensity modeling, customer scoring, or advanced analytical frameworks
• Background in developing programmatic GTM motions and Sales Plays
• Understanding of the AI market, AI product adoption patterns, or AI-led GTM
• Experience partnering with Field organizations (Sales, Customer Success, Field Marketing)

Compensation

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 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 autonomy 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.

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, enABLE, TODOS (Latinx), Pridebox (LGBTQ), Vets at Dropbox, and Women at Dropbox.