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Salary: USD 220,300 - 372,600 / annual
Dropbox is seeking a Head of Field and Partner Marketing to lead the global field and partner marketing organization and drive pipeline growth across the 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 B2B revenue globally. While the PLG team focuses on frictionless, self-serve transactional customer lifecycle, this leader owns the end-to-end marketing journey for sales-engaged and partner-led motions.
Key Responsibilities:
• SLG & Partner Pipeline Accountability: Own strategic vision and performance metrics (creation, coverage, 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 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 (ChatGPT, Claude, Gemini). Build compelling value propositions positioning 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 incremental channel revenue streams.
• 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 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), Campaigns (content and customer marketing), Partner Marketing, and Field Marketing (regional execution and events).
Required Skills & Competencies:
• Strategic Operator: Exceptional ability to orchestrate targeted account-based marketing (ABM) and regional demand generation alongside localized partner programs.
• Go-To-Market Expertise: Deep experience designing and executing integrated GTM strategies that span field, partner, and demand generation motions.
• Leadership: Proven track record managing and scaling multi-disciplinary, globally distributed teams across marketing functions.
• Cross-functional Collaboration: Ability to partner effectively with Sales, Product, Alliance, and other GTM leaders to align on strategy and execution.
• Partner Ecosystem Knowledge: Experience developing and managing co-marketing initiatives with strategic technology partners and ecosystem players.
• Data-Driven Decision Making: Comfort with metrics, pipeline accountability, and performance-based marketing.
• Change Management: Ability to lead effectively through organizational change and ambiguity.
