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.

Role Description

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.

This executive Go-To-Market (GTM) leader will own the regional marketing strategy, account-based execution, mid-to-bottom funnel demand engines, and partner marketing required to scale business-to-business revenue globally. While our PLG team focuses on the frictionless, self-serve transactional customer lifecycle, this leader owns the end-to-end marketing journey for sales-engaged and partner-led motions.

This role requires an exceptional strategic operator who can orchestrate targeted account-based marketing (ABM) and regional demand generation alongside localized partner programs—including managing co-marketing initiatives with strategic AI technology ecosystems (ChatGPT, Claude, and Gemini) and supporting our distribution networks. Partnering closely with regional Sales and Channel leaders, this executive will oversee integrated campaigns, joint partner value propositions, content strategies, and comprehensive PLG to SLG customer lifecycle initiatives.

Responsibilities

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.
PLG-to-SLG Monetization: Partner closely with the PLG Digital Marketing and Product teams to identify accounts with high existing self-serve usage, triggering targeted field and partner campaigns to convert them into larger team or corporate agreements.
Sales & Partner Architecture Interlock: Establish trusted partnerships with regional Sales VPs and the Alliance organization to align on territory strategies, partner incentives, target account lists, and quarterly outbound cadences.
Experiential & Executive Engagement: Oversee the global portfolio of regional field events, proprietary customer advisory boards (CABs), executive roundtable programs, and major industry tech activations.
Team Leadership & Org Design: Manage, mentor, and scale a multi-disciplinary, globally distributed team spanning four core functions: Integrated Marketing (mid/bottom funnel demand), Regional Field Marketing, Partner/Channel Marketing, and Campaigns (Content & Customer Marketing). Foster a high-performance culture tied directly to pipeline health and business outcomes.

Requirements

10+ years of B2B marketing experience with increasing leadership responsibility spanning field marketing, partner/channel marketing, and demand generation.
5+ 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.

Preferred Qualifications

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.
MarTech/SalesTech Fluency: Familiarity with modern business tech stacks (PRM/Partner Relationship Management systems, CRM, MAP, and ABM/intent data platforms).
AI & Cloud Market Fluency: Strong understanding of the modern AI landscape, developer tool ecosystems, and cloud productivity paradigms.
Executive Presence: Exceptional communication and presentation skills, with the ability to confidently command attention and influence internal leadership and external clients/partners.

Durable Skills

AI fluency means using these tools to amplify human judgment, not replace it. We believe people with these skills will thrive as work and technology continue to evolve:

Awareness: Understand yourself and others.
Judgment: Evaluate information and make decisions in complex situations.
Adaptability: Learn, adjust, and stay effective through change.
Connection: Communicate, collaborate, and build trust.

To learn more about why these skills matter and what the data shows about thriving through change, read this blog post from our Chief People Officer, Melanie Rosenwasser.

Compensation

US Zone 1

This role is not available in Zone 1

US Zone 2

$247,900—$335,300 USD

US Zone 3

$220,300—$298,100 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: California (outside SF metro), Colorado, Connecticut (outside NYC metro), Delaware, Illinois (Chicago metro), Indiana (Chicago metro), Maryland, Massachusetts, Michigan (Chicago metro), New Hampshire, New Jersey (outside NYC metro), New York (outside NYC metro), Oregon, Pennsylvania (D.C. metro), Pennsylvania (outside NYC metro), Texas (Austin metro) Virginia (DC metro), Washington (outside Seattle metro), Washington DC metro, West Virginia (DC metro), Wisconsin (Chicago metro)
US Zone 3: All other US locations

Company Description

Dropbox isn’t just a workplace—it’s a living lab for designing a more enlightened way of working. We’re a global community of bold visionaries and resourceful doers shaping the future of Dropbox and, in turn, the future of work. Our Virtual First model combines the autonomy of a distributed workplace with the power of human connection, creating space for meaningful work and lasting relationships. With a startup mindset and enterprise-level opportunities, we expect Dropbox employees to think critically, stay curious, and use modern tools, including AI, to improve how work gets done. Here, you can be who you are and grow into who you’re meant to be. You own your impact, helping make work more intuitive, joyful, and human for yourself and hundreds of millions of people worldwide. If you’re ready to push boundaries and challenge yourself, Dropbox is ready for you.

Team Description

The Dropbox Marketing Team shows the world how Dropbox makes work better. We're storytellers and strategists, exploring new ways to connect our products with the people who need them. From product launches to campaign strategy, message positioning to digital marketing, we blend creativity with data-driven insights to build our brand and grow our impact. Working across disciplines, you will tap into your own inventiveness while collaborating with teams throughout the organization, including Product, Sales and Engineering. If you're excited about translating complex technologies into engaging narratives and shaping how the world understands and experiences Dropbox, join our Marketing team.

Virtual First

Dropbox’s Virtual First way of working is designed to help people do their best work with flexibility, autonomy, and connection. Day to day, teams work remotely with nonlinear schedules and core collaboration hours that support deep focus and individual working styles. We prioritize asynchronous communication to improve clarity, respect deep work time, and reduce unnecessary meetings. While remote work is the primary experience for our employees, we also prioritize intentional, in-person connection. We bring teams together through regular team gatherings, on-demand workspaces, and Dropbox Neighborhood events in order to strengthen team cohesion, foster creativity, and enhance momentum. Virtual First is built to provide the same access to opportunity, growth, and impact for everyone, regardless of location.

This role requires travel to offsites and various other team gatherings (approximately 5-10% of the year or 2-3 days per quarter). We provide advance notice when possible and encourage candidates to discuss any accommodation needs during the interview process.

AI Fluency

AI fluency is a core part of how we work and grow. It’s not about being an expert—it’s about using these tools thoughtfully and effectively to improve your work and support others.

We look for four key behaviors in candidates:

Ownership: You use AI responsibly by protecting data, applying sound judgment, and taking accountability for the quality and accuracy of your work.
Experimentation: You explore new AI capabilities and apply them to improve workflows within approved tools and practices.
Leverage: You use AI to enhance thinking, improve efficiency, and increase your impact and your team’s.
Learning: You stay current on emerging AI tools and trends, continuously build your skills, and share what you learn with others.

Together, these behaviors help build a workforce where technology amplifies human judgment, creativity, and impact.

Dropbox supports responsible use of AI for preparation, but misrepresentation of skills or experience is not permitted. To learn more, see our approach to AI in hiring.

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.

Head of Field and Partner Marketing