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Salary: USD 149,200 - 201,800 / annual
As a GTM Readiness Manager at Dropbox, you will serve as a critical bridge between Product and go-to-market teams, translating product and business changes into executable commercial motions. You will work across Product, Sales, Marketing, Customer Experience, Customer Success, Finance, Legal, Enablement, and GTM Technology to ensure operational readiness for new products, packaging changes, pricing updates, and commercial model shifts.
Key responsibilities include:
• Own end-to-end GTM readiness for product launches, pricing and packaging changes, new SKUs, migrations, deprecations, and route-to-market changes.
• Translate product decisions into commercial and operational requirements across product catalog, pricing/approvals, contracting, Salesforce/CPQ, billing/ordering, provisioning/entitlements, compensation, reporting, and customer lifecycle.
• Partner with Product teams early in the development lifecycle to identify impacted GTM motions, establish decisions, owners, dependencies, and lead times.
• Orchestrate cross-functional readiness across multiple teams while maintaining clear accountability for individual decisions and deliverables.
• Drive end-to-end operational validation by defining critical business scenarios and ensuring owners validate the complete customer and seller experience across quoting, ordering, provisioning, billing, reporting, renewal, and support workflows.
• Identify and manage readiness risks by surfacing unresolved decisions, dependencies, and operational gaps early and driving resolution or explicit risk acceptance before launch.
• Improve the GTM Readiness operating model by creating reusable processes, launch patterns, requirements frameworks, and automation that reduce manual coordination and accelerate future launches.
This role sits at the intersection of product and commercial execution, offering broad exposure across the business and the opportunity to improve how complex products and commercial models reach market.
REQUIREMENTS:
• At least 8 years of overall professional experience.
• 5+ years of experience in Product Operations, Revenue Operations, Sales Operations, Commercial Operations, Business Systems, or similar roles supporting complex cross-functional GTM initiatives.
• Demonstrated experience supporting product launches, pricing/packaging changes, commercial model changes, or other initiatives requiring coordination between Product and GTM teams.
• Working knowledge of core SaaS commercial processes, including multiple areas such as opportunity-to-order, quoting/CPQ, pricing, contracting, billing, provisioning, renewals, compensation, or customer lifecycle management.
• Demonstrated ability to translate ambiguous product or business needs into clear operational requirements, dependencies, decisions, and execution plans.
• Experience independently coordinating complex initiatives across Product, Technology, Finance, Legal, Sales, and other business functions without direct authority over participating teams.
• Strong systems thinking, with the ability to understand how changes in one part of the commercial lifecycle affect downstream processes, systems, data, and customer experiences.
• Strong written and verbal communication skills, including experience documenting requirements, facilitating cross-functional decisions, communicating risks, and driving clarity among stakeholders with different priorities.
PREFERRED QUALIFICATIONS:
• Experience working in a B2B SaaS or subscription-based business with multiple products, customer segments, or routes to market.
• Experience with Salesforce, CPQ, billing, commerce, provisioning, entitlement, or other systems supporting the quote-to-cash/customer lifecycle.
• Experience designing or improving product launch, commercialization, or GTM readiness processes rather than solely executing within an established process.
• Experience supporting products sold through multiple motions, such as self-service, direct sales, channel, reseller, or partner ecosystems.
• Familiarity with automation and AI capabilities that can simplify requirements gathering, dependency management, testing, and operational readiness.
