Dropbox

Dropbox

Head of Field and Partner Marketing

Remote - US: Select locations

Sponsorship not specifiedDetected 14 days ago
SalesOutbound SalesLeadership

About the role

  • Foster a high-performance culture tied directly to pipeline health and business outcomes.

Responsibilities

  • 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.
  • 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.
  • Develop and execute high-impact joint marketing programs with strategic AI and productivity ecosystem partners (including ChatGPT, Claude, Gemini).

Requirements

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

Skills

  • 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.

Benefits

  • Own the strategic vision and performance metrics (creation, coverage, and acceleration) for both direct field pipeline and indirect partner-led business globally.
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