Dropbox is the one place to keep life organized and keep work moving. With more than 700 million registered users across 180 countries, we're on a mission to design a more enlightened way of working. Dropbox is headquartered in San Francisco, CA, and has offices around the world.

dropbox

Head of Field and Partner Marketing

<h2 class="p1">Role Description</h2>
As a Customer Success Manager at Dropbox, you will own the post-sale customer strategy and relationship for a portfolio of customers. You will help customers realize measurable value from their investment while driving product adoption, retention, growth, and Net Revenue Retention (NRR).
<div>You will serve as a trusted advisor throughout the customer journey, developing a deep understanding of each customer’s business priorities, technical environment, key stakeholders, and evolving needs. Using customer insights, product adoption signals, stakeholder relationships, and demonstrated business value, you will proactively set priorities, address risks, and identify opportunities to strengthen the customer’s long-term partnership with Dropbox.</div>
<div>&nbsp;</div>
<div>You will develop strong technical fluency across the Dropbox platform and engage confidently with IT administrators on product capabilities, security, configuration, integrations, governance, and customer workflows. You will help translate customers’ business and technical requirements into practical use cases, recommendations, and actionable insights for internal teams.</div>
<div>You will partner closely with Sales and cross-functional teams to align on account strategy, navigate technical and commercial complexities, mitigate renewal risks, identify appropriate growth opportunities, and deliver successful customer outcomes.</div>
<div>&nbsp;</div>
<div>The successful candidate is results-driven, commercially minded, technically savvy, and customer-focused. They are comfortable navigating complex customer organizations, taking ownership of customer strategy, and influencing both technical and business stakeholders. They bring strong Customer Success experience and a demonstrated ability to drive adoption, manage risk, support successful renewals, and deliver measurable retention and growth outcomes in a B2B SaaS environment.</div>
<h2 class="p1">Responsibilities</h2>
<ul>
<li>Build strong relationships across customer organizations, serving as a trusted advisor to executive sponsors, business leaders, technical administrators, and other key stakeholders.</li>
<li>Take ownership of the customer strategy across an assigned portfolio, setting priorities and proactively driving adoption, value realization, stakeholder engagement, retention, and growth.</li>
<li>Develop strong technical fluency across the Dropbox platform and confidently engage with IT administrators on questions involving product capabilities, security, configuration, integrations, governance, and customer workflows.</li>
<li>Understand customers’ technical environments and business requirements, helping translate them into practical use cases, recommendations, and actionable feedback for internal teams.</li>
<li>Lead strategic customer engagements—including product education, use-case development, Success Business Reviews, and value-based renewal discussions—that connect Dropbox capabilities to business outcomes.</li>
<li>Partner closely with Sales and cross-functional teams to develop account strategies, remove technical and commercial blockers, mitigate renewal risks, and identify appropriate expansion opportunities.</li>
<li>Use customer feedback, product usage, business context, and stakeholder engagement to prioritize actions, represent the voice of the customer, and contribute to repeatable playbooks and best practices.</li>
</ul>
<h2 class="p1">Requirements</h2>
<ul>
<li>4+ years of experience in B2B SaaS Customer Success, Account Management, Solutions Consulting, Professional Services, or a comparable customer-facing role, with experience driving product adoption and business value, managing ongoing customer relationships, and engaging technical stakeholders.</li>
<li>Business and commercial acumen, with a willingness to develop the skills needed to own assigned customer renewals from 2027, including early renewal planning, commercial discussions, and coordination with Sales and relevant teams to support retention and identify appropriate growth opportunities.</li>
<li>Technical aptitude and product curiosity, with the ability to learn SaaS products, customer environments, configurations, and workflows. Comfortable engaging with IT administrators, investigating unfamiliar technical questions, and translating product capabilities into practical guidance.</li>
<li>Ability to build relationships across customer organizations, from technical administrators to executive stakeholders, and manage a portfolio across Japan and Korea. The initial allocation is expected to be approximately 80% Japan and 20% Korea, with flexibility to adjust based on business and customer needs.</li>
<li>Analytical and problem-solving skills, with the ability to use customer insights, usage data, and business context to assess customer health, identify renewal risks, prioritize actions, and recommend practical solutions.</li>
<li>A proactive self-starter who can ramp up quickly, seek out information, navigate ambiguity, and take ownership of moving customer plans forward without close day-to-day direction. Able to build effective working relationships and collaborate with Sales, Product, Support, Legal, Finance, and other teams.</li>
<li>Bachelor's degree or equivalent practical experience.</li>
<li><span class="thread-930165132476923083180258 attrcomment attrcommentfirst thread-930165132476923083180258-first author-d-iz88z86z86za0dz67zz78zz78zz74zz68zjz80zz71z9iz90z9z84zhz75z1z69z2z67zz75zq4z65zudz69zz81z4z89zhz66zrz89zu8vkwz71zz78zfr">Fluent spoken and written Japanese, including business communication.</li>
<li><span class="thread-930165132476923083180258 attrcomment attrcommentfirst thread-930165132476923083180258-first author-d-iz88z86z86za0dz67zz78zz78zz74zz68zjz80zz71z9iz90z9z84zhz75z1z69z2z67zz75zq4z65zudz69zz81z4z89zhz66zrz89zu8vkwz71zz78zfr">Business-level Korean and English.</li>
<li><span class="thread-930165132476923083180258 attrcomment attrcommentfirst thread-930165132476923083180258-first author-d-iz88z86z86za0dz67zz78zz78zz74zz68zjz80zz71z9iz90z9z84zhz75z1z69z2z67zz75zq4z65zudz69zz81z4z89zhz66zrz89zu8vkwz71zz78zfr">Ability to engage customers in Japanese and Korean and collaborate with global teams in English.</li>
<li><span class="thread-930165132476923083180258 attrcomment attrcommentfirst thread-930165132476923083180258-first author-d-iz88z86z86za0dz67zz78zz78zz74zz68zjz80zz71z9iz90z9z84zhz75z1z69z2z67zz75zq4z65zudz69zz81z4z89zhz66zrz89zu8vkwz71zz78zfr">Willingness to travel for customer visits in Japan and Korea, and internationally for company offsites and sales kickoffs.</li>
</ul>
<h2>Preferred Qualifications</h2>
<ul>
<li>Experience owning or contributing to customer renewals and retention, with examples of identifying risk, coordinating mitigation plans, demonstrating customer value, and supporting successful renewal outcomes.</li>
<li>Experience managing strategic customer relationships with multiple stakeholders, complex decision-making processes, and changing business priorities, ideally in Japan or Korea.</li>
<li>Experience developing and presenting executive business reviews that connect product adoption and customer outcomes to business value and continued investment.</li>
<li>Experience working with channel partners and navigating partner-led customer relationships.</li>
<li>Familiarity with CRM, customer-success, health-scoring, or renewal-management systems, and experience using customer usage data or ROI analysis to guide retention and growth opportunities.</li>
<li>Experience working with multiple SaaS products, and an interest in or familiarity with generative AI and related technologies.</li>
</ul>
<div>
<div>
<h2>Durable Skills</h2>
</div>
</div>
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:
<ul class="listtype-bullet listindent1 list-bullet1" data-testid="bullet-list" data-test-indentation="1">
<li>Awareness: Understand yourself and others.</li>
<li>Judgment: Evaluate information and make decisions in complex situations.</li>
<li>Adaptability: Learn, adjust, and stay effective through change.</li>
<li>Connection: Communicate, collaborate, and build trust.</li>
</ul>
To learn more about why these skills matter and what the data shows about thriving through change, read this&nbsp;<a class="attrlink" href="https://www.dropbox.jobs/en/our-blog/employee-stories/the-era-of-durable-skills-what-the-data-tells-us-about-thriving-in-change/" target="_blank" data-target-href="https://www.dropbox.jobs/en/our-blog/employee-stories/the-era-of-durable-skills-what-the-data-tells-us-about-thriving-in-change/">blog post</a> from our Chief People Officer, Melanie Rosenwasser.
<h2>Compensation</h2>

Customer Success Manager — Japanese & Korean Speaking (Remote)

<h2 class="p1">Role Description</h2>
Dropbox supports hundreds of millions of creators and innovators around the world. Our mission is to simplify the way people work together. Dropbox Business is trusted by over 200,000 companies to safeguard their most important information. As we continue to build the best place to create, share, and collaborate, there’s a spot for you to grow with us.
Our People team grows and develops the Dropbox family. We find, hire, develop and support the people who will shape our product and our company. We believe people do their best work when they’re happy, so we work to make Dropbox a place where everyone can thrive. Are you looking for an opportunity to apply your knowledge of best-in-class HR programs and practices and contribute to the growth of both a company and a team? We want to meet you.
People Partners play an integral role on the HR Business Partner team, partnering with leaders, managers and employees to create a culture where people thrive. Working hand in hand with HR Business Partners and Employee Relations, People Partners are enablers for enhancing talent density, employee experience, and spearheading processes that build organizational health across Dropbox.&nbsp;
We are seeking a People Partner to provide best in class support and partnership to Dropbox leaders and employees. Your work will focus on: talent density, performance management, employee relations, workplace investigations, leaves of absence/accommodations, employee experience, offboarding, people projects and other operational tasks. You will also analyze important people data and metrics, including attrition and performance management trends, and create insights and recommendations for leadership. In your work, you will uphold our values and amplify the success of our business and products through our most important asset: our people.
<h2 class="p1">Responsibilities</h2>
<ul>
<li>Coach and guide managers through performance management and employee relations matters, helping ensure decisions are fair, principled, consistent, and grounded in sound judgment.</li>
<li>Use people data and trends to inform decisions, resourcefully finding and leveraging the right data sets to uncover organizational insights related to performance and attrition.</li>
<li>Independently manage competing priorities, proactively seeking the right information to move work forward in a virtual-first organization.</li>
<li>Apply product management and design-thinking principles to the employee experience, identifying needs, prototyping solutions, prioritizing improvements, and iterating based on data and feedback.</li>
<li>Partner cross-functionally with HRBPs, Legal, and the broader People team to navigate complex employee matters and improve the overall employee experience.</li>
<li>Influence leaders, managers, and cross-functional partners to drive thoughtful decisions, adoption, and meaningful business and people outcomes.</li>
<li>Deliver clear and candid guidance on difficult or sensitive matters, balancing empathy for employees with business needs.</li>
</ul>
<h2 class="p1">Requirements</h2>
<ul>
<li>8+ years of experience in <span class="thread-096879695827346440564168 attrcomment attrcommentfirst thread-096879695827346440564168-first author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotv4z67zz65zjz78z1z69zdz122zluz90zz84zl0r58z82zcz78z2z90zz66zz79zz90zlz84zz89zu">HR or Employee Relations, including at least 3 years directly supporting managers and employees through performance management.</li>
<li>Demonstrated judgment handling complex employee relations matters and balancing employee experience with business priorities.</li>
<li>Strong critical thinking, problem-solving, and ability to navigate nuanced situations.</li>
<li>Excellent written and verbal communication skills, with the ability to adapt communication to different audiences and circumstances.</li>
<li>Demonstrated ability to handle sensitive and confidential employee information with discretion and integrity.</li>
<li>Proven ability to influence leaders and stakeholders without relying on direct authority.</li>
<li>Experience working effectively across internationally distributed, cross-functional teams. <span class="thread-233923566038111854865929 attrcomment attrcommentfirst thread-233923566038111854865929-first author-d-16z86ztz122z98z81zz82zz85zunv3z82zpqfnlam2z90z0cz85zsnz90zyrr9z70zilz88zpz73zsz73z18z82zmz86zz70z">Prior experience working with managers and employees based out of Poland is a plus.</li>
<li>Ability to treat employee experience as a product, applying product management and design thinking to understand needs, prototype solutions, and drive execution through strong project management and data-driven iteration.</li>
<li>Demonstrated experience leveraging AI tools in the flow of work. Candidates with a pre-existing comfort level &amp; familiarity using AI to enhance productivity are strongly preferred.</li>
<li>Prior experience conducting internal investigations into employee complaints is a plus</li>
</ul>
&nbsp;
<h2>Durable Skills</h2>
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:
<ul class="listtype-bullet listindent1 list-bullet1" data-testid="bullet-list" data-test-indentation="1">
<li>Awareness: Understand yourself and others.</li>
<li>Judgment: Evaluate information and make decisions in complex situations.</li>
<li>Adaptability: Learn, adjust, and stay effective through change.</li>
<li>Connection: Communicate, collaborate, and build trust.</li>
</ul>
To learn more about why these skills matter and what the data shows about thriving through change, read this&nbsp;<a class="attrlink" href="https://www.dropbox.jobs/en/our-blog/employee-stories/the-era-of-durable-skills-what-the-data-tells-us-about-thriving-in-change/" target="_blank" data-target-href="https://www.dropbox.jobs/en/our-blog/employee-stories/the-era-of-durable-skills-what-the-data-tells-us-about-thriving-in-change/">blog post</a> from our Chief People Officer, Melanie Rosenwasser.
<h2 data-usually-unique-id="044234883370604133046166">Compensation</h2><div class="content-pay-transparency"><div class="pay-input"><div class="description">US Zone 1
This role is not available in Zone 1</div><div class="title">US Zone 2</div><div class="pay-range">$149,200&mdash;$201,800 USD</div></div><div class="pay-input"><div class="title">US Zone 3</div><div class="pay-range">$132,600&mdash;$179,400 USD</div></div></div>

People Partner, HRBP Team

<h2 class="p1">Role Description</h2>
As a Scaled Customer Success Manager at Dropbox, you will drive adoption, value realization, and renewal readiness across a portfolio of mid-market and small business managed customers. You will use customer and product signals to identify where engagement can have the greatest impact, then deliver timely, relevant experiences through targeted campaigns, group programs, digital touchpoints, and selective personalized outreach.
You will play a central role in connecting our Programmatic and Digital Customer Success team with the Renewals Desk for scaled segment accounts. You will ensure customer health, sentiment, risk, and adoption signals translate into clear renewal-readiness actions, while identifying and qualifying customer-backed growth opportunities as Customer Success Qualified Leads (CSQLs) for handoff to Sales.
Within the scaled portfolio, you will provide more focused engagement for a priority group of customers and translate customer health, retention, renewal, and growth signals into regular executive-level updates that support forecasting and business decisions. You will also own shared inbound customer channels, ensuring questions and requests are triaged, resolved, or routed to the right partner with clear follow-through.
The successful candidate is a customer-focused operator who is equally comfortable analyzing a portfolio, building repeatable engagement programs, writing clear customer communications, and speaking directly with customers to understand their experience. You will bring recent experience managing or materially influencing customer renewals, including the ability to interpret retention metrics, identify churn and contraction risk, execute save plays, and surface customer-backed growth levers. You will help Dropbox scale Customer Success while retaining the judgment, curiosity, and customer voice that come from real customer conversations.
<h2 class="p1">Responsibilities</h2>
<ul>
<li>Own adoption, customer health, and renewal readiness across a scaled customer portfolio, using lifecycle, product usage, engagement, sentiment, and retention signals to prioritize action and improve renewal outcomes.</li>
<li>Provide focused engagement for a priority group of customers, partnering closely with Renewal Managers and other account stakeholders to coordinate retention and growth actions and deliver regular executive-level portfolio and forecast updates for top accounts in the scaled portfolio.</li>
<li>Design and execute targeted campaigns and scaled touchpoints that help customers adopt key capabilities, realize value, prepare for renewal, and address common risks at the right moments in their journey.</li>
<li>Serve as the coordination point between Programmatic and Digital Customer Success and the &nbsp;Renewals Desk, ensuring timely handoffs, shared visibility, clear ownership, and coordinated save plays for customers with renewal-readiness gaps or identified churn and contraction risk.</li>
<li>Own and manage shared inbound customer email channels, triaging questions and requests, coordinating timely responses, and ensuring issues are resolved or routed to the appropriate partner with clear follow-through.</li>
<li>Use data to segment customers, identify patterns, test engagement strategies, measure impact, and continuously improve playbooks, content, workflows, and automation.</li>
<li>Engage customers directly when a focused 1:1 conversation is needed to validate a signal, understand sentiment, address risk, gather product feedback, or capture a representative customer example.</li>
<li>Synthesize customer voice across the portfolio and share actionable insights with Product, Marketing, Sales, Support, and Customer Experience partners to improve the product and customer journey.</li>
<li>Partner cross-functionally to operationalize repeatable customer programs, resolve gaps in the customer experience, and identify customer-backed growth levers such as broader adoption, new use cases, license utilization, or additional product fit. Qualify relevant opportunities as Customer Success Qualified Leads (CSQLs) and route them to Sales with clear customer context and supporting signals.</li>
</ul>
<h2 class="p1">Requirements</h2>
<ul>
<li>4+ years of experience in B2B SaaS Customer Success, Account Management, Digital Customer Success, lifecycle programs, or a comparable post-sale customer role.</li>
<li>Recent experience directly managing or materially influencing customer renewals across a book of business, with measurable examples of save plays, churn or contraction mitigation, and retention outcomes.</li>
<li>Demonstrated success managing customer outcomes across a broad or high-volume portfolio through a combination of one-to-many programs and targeted 1:1 engagement.</li>
<li>Strong analytical judgment and fluency in SaaS retention metrics, including renewal rate, gross revenue retention, net revenue retention, churn, contraction, and expansion, with experience using those measures alongside customer signals to identify risk and growth levers.</li>
<li>Experience designing or executing customer lifecycle, adoption, retention, or renewal-readiness campaigns and measuring their impact on customer behavior or business outcomes.</li>
<li>Excellent written and verbal communication skills, including the ability to create clear customer-facing content and lead effective discovery or feedback conversations.</li>
<li>Demonstrated ability to coordinate across Customer Success, Renewals, Sales, and other teams, clarify ownership, and move shared retention and growth outcomes forward while managing concurrent programs and changing priorities.</li>
<li>Experience with Customer Success platforms, CRM systems, marketing automation, business intelligence tools, or related customer-data systems.</li>
</ul>
<h2>Preferred Qualifications</h2>
<ul>
<li>Experience working in a Customer Success model that partners with a centralized Renewals Desk or specialized renewals team.</li>
<li>Experience facilitating webinars, office hours, group enablement, customer communities, or other one-to-many programs.</li>
<li>Experience applying test-and-learn methods to improve engagement, adoption, retention, or conversion outcomes.</li>
<li>Experience supporting collaboration, productivity, content, or AI-enabled SaaS products.</li>
</ul>
<h2>Durable Skills</h2>
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:
<ul class="listtype-bullet listindent1 list-bullet1" data-testid="bullet-list" data-test-indentation="1">
<li>Awareness: Understand yourself and others.</li>
<li>Judgment: Evaluate information and make decisions in complex situations.</li>
<li>Adaptability: Learn, adjust, and stay effective through change.</li>
<li>Connection: Communicate, collaborate, and build trust.</li>
</ul>
To learn more about why these skills matter and what the data shows about thriving through change, read this&nbsp;<a class="attrlink" href="https://www.dropbox.jobs/en/our-blog/employee-stories/the-era-of-durable-skills-what-the-data-tells-us-about-thriving-in-change/" target="_blank" data-target-href="https://www.dropbox.jobs/en/our-blog/employee-stories/the-era-of-durable-skills-what-the-data-tells-us-about-thriving-in-change/">blog post</a> from our Chief People Officer, Melanie Rosenwasser.
<h2 data-usually-unique-id="044234883370604133046166">Compensation</h2><div class="content-pay-transparency"><div class="pay-input"><div class="title">Canada Pay Range</div><div class="pay-range">$142,400&mdash;$192,600 CAD</div></div></div>

Scaled Customer Success Manager

<h2 class="p1">Role Description</h2>
As a Scaled Customer Success Manager at Dropbox, you will drive adoption, value realization, and renewal readiness across a portfolio of mid-market and small business managed customers. You will use customer and product signals to identify where engagement can have the greatest impact, then deliver timely, relevant experiences through targeted campaigns, group programs, digital touchpoints, and selective personalized outreach.
You will play a central role in connecting our Programmatic and Digital Customer Success team with the Renewals Desk for scaled segment accounts. You will ensure customer health, sentiment, risk, and adoption signals translate into clear renewal-readiness actions, while identifying and qualifying customer-backed growth opportunities as Customer Success Qualified Leads (CSQLs) for handoff to Sales.
Within the scaled portfolio, you will provide more focused engagement for a priority group of customers and translate customer health, retention, renewal, and growth signals into regular executive-level updates that support forecasting and business decisions. You will also own shared inbound customer channels, ensuring questions and requests are triaged, resolved, or routed to the right partner with clear follow-through.
The successful candidate is a customer-focused operator who is equally comfortable analyzing a portfolio, building repeatable engagement programs, writing clear customer communications, and speaking directly with customers to understand their experience. You will bring recent experience managing or materially influencing customer renewals, including the ability to interpret retention metrics, identify churn and contraction risk, execute save plays, and surface customer-backed growth levers. You will help Dropbox scale Customer Success while retaining the judgment, curiosity, and customer voice that come from real customer conversations.
<h2 class="p1">Responsibilities</h2>
<ul>
<li>Own adoption, customer health, and renewal readiness across a scaled customer portfolio, using lifecycle, product usage, engagement, sentiment, and retention signals to prioritize action and improve renewal outcomes.</li>
<li>Provide focused engagement for a priority group of customers, partnering closely with Renewal Managers and other account stakeholders to coordinate retention and growth actions and deliver regular executive-level portfolio and forecast updates for top accounts in the scaled portfolio.</li>
<li>Design and execute targeted campaigns and scaled touchpoints that help customers adopt key capabilities, realize value, prepare for renewal, and address common risks at the right moments in their journey.</li>
<li>Serve as the coordination point between Programmatic and Digital Customer Success and the &nbsp;Renewals Desk, ensuring timely handoffs, shared visibility, clear ownership, and coordinated save plays for customers with renewal-readiness gaps or identified churn and contraction risk.</li>
<li>Own and manage shared inbound customer email channels, triaging questions and requests, coordinating timely responses, and ensuring issues are resolved or routed to the appropriate partner with clear follow-through.</li>
<li>Use data to segment customers, identify patterns, test engagement strategies, measure impact, and continuously improve playbooks, content, workflows, and automation.</li>
<li>Engage customers directly when a focused 1:1 conversation is needed to validate a signal, understand sentiment, address risk, gather product feedback, or capture a representative customer example.</li>
<li>Synthesize customer voice across the portfolio and share actionable insights with Product, Marketing, Sales, Support, and Customer Experience partners to improve the product and customer journey.</li>
<li>Partner cross-functionally to operationalize repeatable customer programs, resolve gaps in the customer experience, and identify customer-backed growth levers such as broader adoption, new use cases, license utilization, or additional product fit. Qualify relevant opportunities as Customer Success Qualified Leads (CSQLs) and route them to Sales with clear customer context and supporting signals.</li>
</ul>
<h2 class="p1">Requirements</h2>
<ul>
<li>4+ years of experience in B2B SaaS Customer Success, Account Management, Digital Customer Success, lifecycle programs, or a comparable post-sale customer role.</li>
<li>Recent experience directly managing or materially influencing customer renewals across a book of business, with measurable examples of save plays, churn or contraction mitigation, and retention outcomes.</li>
<li>Demonstrated success managing customer outcomes across a broad or high-volume portfolio through a combination of one-to-many programs and targeted 1:1 engagement.</li>
<li>Strong analytical judgment and fluency in SaaS retention metrics, including renewal rate, gross revenue retention, net revenue retention, churn, contraction, and expansion, with experience using those measures alongside customer signals to identify risk and growth levers.</li>
<li>Experience designing or executing customer lifecycle, adoption, retention, or renewal-readiness campaigns and measuring their impact on customer behavior or business outcomes.</li>
<li>Excellent written and verbal communication skills, including the ability to create clear customer-facing content and lead effective discovery or feedback conversations.</li>
<li>Demonstrated ability to coordinate across Customer Success, Renewals, Sales, and other teams, clarify ownership, and move shared retention and growth outcomes forward while managing concurrent programs and changing priorities.</li>
<li>Experience with Customer Success platforms, CRM systems, marketing automation, business intelligence tools, or related customer-data systems.</li>
</ul>
<h2>Preferred Qualifications</h2>
<ul>
<li>Experience working in a Customer Success model that partners with a centralized Renewals Desk or specialized renewals team.</li>
<li>Experience facilitating webinars, office hours, group enablement, customer communities, or other one-to-many programs.</li>
<li>Experience applying test-and-learn methods to improve engagement, adoption, retention, or conversion outcomes.</li>
<li>Experience supporting collaboration, productivity, content, or AI-enabled SaaS products.</li>
</ul>
<h2>Durable Skills</h2>
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:
<ul class="listtype-bullet listindent1 list-bullet1" data-testid="bullet-list" data-test-indentation="1">
<li>Awareness: Understand yourself and others.</li>
<li>Judgment: Evaluate information and make decisions in complex situations.</li>
<li>Adaptability: Learn, adjust, and stay effective through change.</li>
<li>Connection: Communicate, collaborate, and build trust.</li>
</ul>
To learn more about why these skills matter and what the data shows about thriving through change, read this&nbsp;<a class="attrlink" href="https://www.dropbox.jobs/en/our-blog/employee-stories/the-era-of-durable-skills-what-the-data-tells-us-about-thriving-in-change/" target="_blank" data-target-href="https://www.dropbox.jobs/en/our-blog/employee-stories/the-era-of-durable-skills-what-the-data-tells-us-about-thriving-in-change/">blog post</a> from our Chief People Officer, Melanie Rosenwasser.
<h2 data-usually-unique-id="044234883370604133046166">Compensation</h2><div class="content-pay-transparency"><div class="pay-input"><div class="description">US Zone 1
This role is not available in Zone 1</div><div class="title">US Zone 2</div><div class="pay-range">$142,700&mdash;$193,100 USD</div></div><div class="pay-input"><div class="title">US Zone 3</div><div class="pay-range">$126,800&mdash;$171,600 USD</div></div></div>

<h2 class="p1">Role Description</h2>
We are seeking a Senior FP&amp;A Partner to help shape and accelerate growth across our core business. This highly visible role will serve as a strategic thought partner to Product leadership, using financial analysis, business insights, and structured problem-solving to influence both near-term priorities and long-term strategy.
The ideal candidate combines strong financial acumen with a deep understanding of SaaS business models and growth drivers. They will translate complex data into clear insights, identify opportunities to improve business performance, and help leaders evaluate investments and strategic tradeoffs. Success in this role requires a self-starter who is comfortable navigating ambiguity, building structure where it does not yet exist, and collaborating across Product, Finance, Data Science, Marketing, and other cross-functional teams.
This individual will also be expected to embrace AI-enabled ways of working, using modern tools to improve the speed, quality, and scalability of financial analysis and decision support.
<h2 class="p1">Responsibilities</h2>
<ul class="listtype-bullet listindent1 list-bullet1" data-testid="bullet-list" data-test-indentation="1">
<li>Serve as a strategic thought partner to Product leadership, helping shape short-term priorities and long-term direction for the core business</li>
<li>Build driver-based financial models that connect product performance and customer behavior to revenue, ARR, retention, and profitability</li>
<li>Evaluate growth initiatives, product investments, pricing strategies, and resource allocation decisions through rigorous financial and strategic analysis</li>
<li>Develop business cases and scenario analyses that clearly articulate expected returns, risks, dependencies, and tradeoffs</li>
<li>Partner across Product, Finance, Data Science, and Marketing to establish targets, define success metrics, and evaluate business performance</li>
<li>Identify emerging trends, performance gaps, and growth opportunities, translating complex data into clear, actionable recommendations for senior leadership</li>
<li>Improve the speed, quality, and scalability of financial analysis through automation, standardized processes, and AI-enabled workflows</li>
</ul>
<h2 class="p1">Requirements</h2>
<ul class="listtype-bullet listindent1 list-bullet1" data-testid="bullet-list" data-test-indentation="1">
<li>Bachelor’s or advanced degree in Finance, Accounting, Economics, Business, or a related quantitative field, with eight or more years of relevant experience in FP&amp;A, strategic finance, corporate finance, investment banking, consulting, or a similarly analytical role</li>
<li>Advanced financial modeling skills, including experience building driver-based forecasts, scenario analyses, and investment cases</li>
<li>Experience supporting Product, Growth, or Monetization teams within a subscription-based or SaaS company</li>
<li>Strong understanding of SaaS business models and metrics, including ARR, conversion, retention, churn, customer lifetime value, marketing customer acquisition metrics, and unit economics</li>
<li>Demonstrated ability to translate complex data and open-ended business questions into clear insights and actionable recommendations</li>
<li>Proven ability to work independently, take ownership, and create structure in fast-moving or ambiguous situations</li>
<li>Excellent communication and cross-functional partnership skills, including the ability to influence senior leaders and non-finance stakeholders</li>
<li>Practical experience using AI tools to improve analysis, modeling, automation, communication, or other daily workflows</li>
</ul>
<h2>Preferred Qualifications</h2>
<ul class="listtype-bullet listindent1 list-bullet1" data-testid="bullet-list" data-test-indentation="1">
<li>Experience evaluating product-led growth initiatives, pricing and packaging decisions, customer funnel performance, or retention strategies</li>
<li>Experience developing long-range plans and strategic financial models for a scaled technology business</li>
<li>Familiarity with SQL, data visualization platforms, or other tools for independently accessing and analyzing business data</li>
<li>Experience partnering with Data Science, Analytics, Product Development or Engineering teams to define metrics and measure product performance</li>
</ul>
<h2>Durable Skills</h2>
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:
<ul class="listtype-bullet listindent1 list-bullet1" data-testid="bullet-list" data-test-indentation="1">
<li>Awareness: Understand yourself and others.</li>
<li>Judgment: Evaluate information and make decisions in complex situations.</li>
<li>Adaptability: Learn, adjust, and stay effective through change.</li>
<li>Connection: Communicate, collaborate, and build trust.</li>
</ul>
To learn more about why these skills matter and what the data shows about thriving through change, read this&nbsp;<a class="attrlink" href="https://www.dropbox.jobs/en/our-blog/employee-stories/the-era-of-durable-skills-what-the-data-tells-us-about-thriving-in-change/" target="_blank" data-target-href="https://www.dropbox.jobs/en/our-blog/employee-stories/the-era-of-durable-skills-what-the-data-tells-us-about-thriving-in-change/">blog post</a> from our Chief People Officer, Melanie Rosenwasser.
<h2 data-usually-unique-id="044234883370604133046166">Compensation</h2><div class="content-pay-transparency"><div class="pay-input"><div class="title">Canada Pay Range</div><div class="pay-range">$157,300&mdash;$212,700 CAD</div></div></div>

Senior Financial Planning & Analysis Partner - Product & Growth

<h2 class="p1">Role Description</h2>
We are seeking a Senior FP&amp;A Partner to help shape and accelerate growth across our core business. This highly visible role will serve as a strategic thought partner to Product leadership, using financial analysis, business insights, and structured problem-solving to influence both near-term priorities and long-term strategy.
The ideal candidate combines strong financial acumen with a deep understanding of SaaS business models and growth drivers. They will translate complex data into clear insights, identify opportunities to improve business performance, and help leaders evaluate investments and strategic tradeoffs. Success in this role requires a self-starter who is comfortable navigating ambiguity, building structure where it does not yet exist, and collaborating across Product, Finance, Data Science, Marketing, and other cross-functional teams.
This individual will also be expected to embrace AI-enabled ways of working, using modern tools to improve the speed, quality, and scalability of financial analysis and decision support.
<h2 class="p1">Responsibilities</h2>
<ul class="listtype-bullet listindent1 list-bullet1" data-testid="bullet-list" data-test-indentation="1">
<li>Serve as a strategic thought partner to Product leadership, helping shape short-term priorities and long-term direction for the core business</li>
<li>Build driver-based financial models that connect product performance and customer behavior to revenue, ARR, retention, and profitability</li>
<li>Evaluate growth initiatives, product investments, pricing strategies, and resource allocation decisions through rigorous financial and strategic analysis</li>
<li>Develop business cases and scenario analyses that clearly articulate expected returns, risks, dependencies, and tradeoffs</li>
<li>Partner across Product, Finance, Data Science, and Marketing to establish targets, define success metrics, and evaluate business performance</li>
<li>Identify emerging trends, performance gaps, and growth opportunities, translating complex data into clear, actionable recommendations for senior leadership</li>
<li>Improve the speed, quality, and scalability of financial analysis through automation, standardized processes, and AI-enabled workflows</li>
</ul>
<h2 class="p1">Requirements</h2>
<ul class="listtype-bullet listindent1 list-bullet1" data-testid="bullet-list" data-test-indentation="1">
<li>Bachelor’s or advanced degree in Finance, Accounting, Economics, Business, or a related quantitative field, with eight or more years of relevant experience in FP&amp;A, strategic finance, corporate finance, investment banking, consulting, or a similarly analytical role</li>
<li>Advanced financial modeling skills, including experience building driver-based forecasts, scenario analyses, and investment cases</li>
<li>Experience supporting Product, Growth, or Monetization teams within a subscription-based or SaaS company</li>
<li>Strong understanding of SaaS business models and metrics, including ARR, conversion, retention, churn, customer lifetime value, marketing customer acquisition metrics, and unit economics</li>
<li>Demonstrated ability to translate complex data and open-ended business questions into clear insights and actionable recommendations</li>
<li>Proven ability to work independently, take ownership, and create structure in fast-moving or ambiguous situations</li>
<li>Excellent communication and cross-functional partnership skills, including the ability to influence senior leaders and non-finance stakeholders</li>
<li>Practical experience using AI tools to improve analysis, modeling, automation, communication, or other daily workflows</li>
</ul>
<h2>Preferred Qualifications</h2>
<ul class="listtype-bullet listindent1 list-bullet1" data-testid="bullet-list" data-test-indentation="1">
<li>Experience evaluating product-led growth initiatives, pricing and packaging decisions, customer funnel performance, or retention strategies</li>
<li>Experience developing long-range plans and strategic financial models for a scaled technology business</li>
<li>Familiarity with SQL, data visualization platforms, or other tools for independently accessing and analyzing business data</li>
<li>Experience partnering with Data Science, Analytics, Product Development or Engineering teams to define metrics and measure product performance</li>
</ul>
<h2>Durable Skills</h2>
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:
<ul class="listtype-bullet listindent1 list-bullet1" data-testid="bullet-list" data-test-indentation="1">
<li>Awareness: Understand yourself and others.</li>
<li>Judgment: Evaluate information and make decisions in complex situations.</li>
<li>Adaptability: Learn, adjust, and stay effective through change.</li>
<li>Connection: Communicate, collaborate, and build trust.</li>
</ul>
To learn more about why these skills matter and what the data shows about thriving through change, read this&nbsp;<a class="attrlink" href="https://www.dropbox.jobs/en/our-blog/employee-stories/the-era-of-durable-skills-what-the-data-tells-us-about-thriving-in-change/" target="_blank" data-target-href="https://www.dropbox.jobs/en/our-blog/employee-stories/the-era-of-durable-skills-what-the-data-tells-us-about-thriving-in-change/">blog post</a> from our Chief People Officer, Melanie Rosenwasser.
<h2 data-usually-unique-id="044234883370604133046166">Compensation</h2><div class="content-pay-transparency"><div class="pay-input"><div class="description">US Zone 1
This role is not available in Zone 1</div><div class="title">US Zone 2</div><div class="pay-range">$171,800&mdash;$232,400 USD</div></div><div class="pay-input"><div class="title">US Zone 3</div><div class="pay-range">$152,700&mdash;$206,500 USD</div></div></div>

<h2 class="p1">Role Description</h2>
As a GTM Readiness Manager within the GTM organization, you will help turn product and business changes into executable go-to-market motions. You will work across Product, Sales, Marketing, Customer Experience, Customer Success, Finance, Legal, Enablement, and Technology to ensure the business is operationally ready to bring new products, packaging, and other commercial changes to market.
You will play a critical role in translating product decisions into GTM requirements, identifying cross-functional dependencies, coordinating operational readiness, and ensuring the end-to-end customer and seller experience works as intended. This role sits at the intersection of product and commercial execution, giving you broad exposure across the business and the opportunity to improve how we bring increasingly complex products and commercial models to market.
You will serve as a critical connection point between Product and the teams responsible for bringing product changes to market, ensuring teams are aligned and operationally ready for launch. You will also help build and scale the GTM Readiness capability, creating clearer processes, identifying dependencies earlier, reducing launch friction, and enabling teams to move faster and execute with greater confidence.
<h2 class="p1">Responsibilities</h2>
<ul>
<li>Own GTM readiness for product and commercial changes, including new product launches, pricing and packaging changes, new SKUs, migrations, deprecations, and changes to routes to market.</li>
<li>Translate product decisions into commercial and operational requirements across areas such as product catalog, pricing and approvals, contracting, Salesforce/CPQ, billing and ordering, provisioning and entitlements, compensation, reporting, and customer lifecycle.</li>
<li>Partner with Product teams early in the development lifecycle to understand upcoming changes, identify impacted GTM motions, and establish the decisions, owners, dependencies, and lead times required for readiness.</li>
<li>Orchestrate cross-functional readiness across Product, Sales, Marketing, Customer Experience, Customer Success, Finance, Legal, Enablement, GTM Technology, and other impacted teams, while maintaining clear accountability with the teams that own individual decisions and deliverables.</li>
<li>Drive end-to-end operational validation, defining critical business scenarios and ensuring appropriate owners validate the complete customer and seller experience across quoting, ordering, provisioning, billing, reporting, renewal, support, and other applicable workflows.</li>
<li>Identify and manage readiness risks, surfacing unresolved decisions, dependencies, and operational gaps early and driving them toward resolution or explicit risk acceptance before launch.</li>
<li>Improve the GTM Readiness operating model by creating reusable processes, launch patterns, requirements frameworks, and automation that reduce manual coordination and make future launches faster and more predictable.</li>
</ul>
<h2 class="p1">Requirements</h2>
<ul>
<li>At least 8 years of overall professional experience.</li>
<li>5+ years of experience in Product Operations, Revenue Operations, Sales Operations, Commercial Operations, Business Systems, or another role supporting complex cross-functional GTM initiatives.</li>
<li><span class="thread-968489683247326938899464 attrcomment attrcommentfirst thread-968489683247326938899464-first author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qoxwovoz80zfz73zz75zz76zbexz75zhz122zz71zyolz72zbfz82zz76z87z90zez72zuz65z">Demonstrated experience supporting product launches, pricing/packaging changes, commercial model changes, or other initiatives requiring coordination between Product and GTM teams.</li>
<li>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.</li>
<li>Demonstrated ability to translate ambiguous product or business needs into clear operational requirements, dependencies, decisions, and execution plans.</li>
<li>Experience independently coordinating complex initiatives across Product, Technology, Finance, Legal, Sales, and other business functions without direct authority over participating teams.</li>
<li>Strong systems thinking, with the ability to understand how a change in one part of the commercial lifecycle can affect downstream processes, systems, data, and customer experiences.</li>
<li>Strong written and verbal communication skills, including experience documenting requirements, facilitating cross-functional decisions, communicating risks, and driving clarity among stakeholders with different priorities.</li>
</ul>
<h2>Preferred Qualifications</h2>
<ul>
<li>Experience working in a B2B SaaS or subscription-based business with multiple products, customer segments, or routes to market.</li>
<li>Experience with Salesforce, CPQ, billing, commerce, provisioning, entitlement, or other systems supporting the quote-to-cash/customer lifecycle.</li>
<li>Experience designing or improving product launch, commercialization, or GTM readiness processes rather than solely executing within an established process.</li>
<li>Experience supporting products sold through multiple motions, such as self-service, direct sales, channel, reseller, or partner ecosystems.</li>
<li>Familiarity with automation and AI capabilities that can simplify requirements gathering, dependency management, testing, and operational readiness.</li>
</ul>
<h2>Durable Skills</h2>
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:
<ul class="listtype-bullet listindent1 list-bullet1" data-testid="bullet-list" data-test-indentation="1">
<li>Awareness: Understand yourself and others.</li>
<li>Judgment: Evaluate information and make decisions in complex situations.</li>
<li>Adaptability: Learn, adjust, and stay effective through change.</li>
<li>Connection: Communicate, collaborate, and build trust.</li>
</ul>
To learn more about why these skills matter and what the data shows about thriving through change, read this&nbsp;<a class="attrlink" href="https://www.dropbox.jobs/en/our-blog/employee-stories/the-era-of-durable-skills-what-the-data-tells-us-about-thriving-in-change/" target="_blank" data-target-href="https://www.dropbox.jobs/en/our-blog/employee-stories/the-era-of-durable-skills-what-the-data-tells-us-about-thriving-in-change/">blog post</a> from our Chief People Officer, Melanie Rosenwasser.
<h2 data-usually-unique-id="044234883370604133046166">Compensation</h2>

GTM Readiness Manager

<h2 class="p1">Role Description</h2>
As a GTM Readiness Manager within the GTM organization, you will help turn product and business changes into executable go-to-market motions. You will work across Product, Sales, Marketing, Customer Experience, Customer Success, Finance, Legal, Enablement, and Technology to ensure the business is operationally ready to bring new products, packaging, and other commercial changes to market.
You will play a critical role in translating product decisions into GTM requirements, identifying cross-functional dependencies, coordinating operational readiness, and ensuring the end-to-end customer and seller experience works as intended. This role sits at the intersection of product and commercial execution, giving you broad exposure across the business and the opportunity to improve how we bring increasingly complex products and commercial models to market.
You will serve as a critical connection point between Product and the teams responsible for bringing product changes to market, ensuring teams are aligned and operationally ready for launch. You will also help build and scale the GTM Readiness capability, creating clearer processes, identifying dependencies earlier, reducing launch friction, and enabling teams to move faster and execute with greater confidence.
<h2 class="p1">Responsibilities</h2>
<ul>
<li>Own GTM readiness for product and commercial changes, including new product launches, pricing and packaging changes, new SKUs, migrations, deprecations, and changes to routes to market.</li>
<li>Translate product decisions into commercial and operational requirements across areas such as product catalog, pricing and approvals, contracting, Salesforce/CPQ, billing and ordering, provisioning and entitlements, compensation, reporting, and customer lifecycle.</li>
<li>Partner with Product teams early in the development lifecycle to understand upcoming changes, identify impacted GTM motions, and establish the decisions, owners, dependencies, and lead times required for readiness.</li>
<li>Orchestrate cross-functional readiness across Product, Sales, Marketing, Customer Experience, Customer Success, Finance, Legal, Enablement, GTM Technology, and other impacted teams, while maintaining clear accountability with the teams that own individual decisions and deliverables.</li>
<li>Drive end-to-end operational validation, defining critical business scenarios and ensuring appropriate owners validate the complete customer and seller experience across quoting, ordering, provisioning, billing, reporting, renewal, support, and other applicable workflows.</li>
<li>Identify and manage readiness risks, surfacing unresolved decisions, dependencies, and operational gaps early and driving them toward resolution or explicit risk acceptance before launch.</li>
<li>Improve the GTM Readiness operating model by creating reusable processes, launch patterns, requirements frameworks, and automation that reduce manual coordination and make future launches faster and more predictable.</li>
</ul>
<h2 class="p1">Requirements</h2>
<ul>
<li>At least 8 years of overall professional experience.</li>
<li>5+ years of experience in Product Operations, Revenue Operations, Sales Operations, Commercial Operations, Business Systems, or another role supporting complex cross-functional GTM initiatives.</li>
<li><span class="thread-968489683247326938899464 attrcomment attrcommentfirst thread-968489683247326938899464-first author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qoxwovoz80zfz73zz75zz76zbexz75zhz122zz71zyolz72zbfz82zz76z87z90zez72zuz65z">Demonstrated experience supporting product launches, pricing/packaging changes, commercial model changes, or other initiatives requiring coordination between Product and GTM teams.</li>
<li>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.</li>
<li>Demonstrated ability to translate ambiguous product or business needs into clear operational requirements, dependencies, decisions, and execution plans.</li>
<li>Experience independently coordinating complex initiatives across Product, Technology, Finance, Legal, Sales, and other business functions without direct authority over participating teams.</li>
<li>Strong systems thinking, with the ability to understand how a change in one part of the commercial lifecycle can affect downstream processes, systems, data, and customer experiences.</li>
<li>Strong written and verbal communication skills, including experience documenting requirements, facilitating cross-functional decisions, communicating risks, and driving clarity among stakeholders with different priorities.</li>
</ul>
<h2>Preferred Qualifications</h2>
<ul>
<li>Experience working in a B2B SaaS or subscription-based business with multiple products, customer segments, or routes to market.</li>
<li>Experience with Salesforce, CPQ, billing, commerce, provisioning, entitlement, or other systems supporting the quote-to-cash/customer lifecycle.</li>
<li>Experience designing or improving product launch, commercialization, or GTM readiness processes rather than solely executing within an established process.</li>
<li>Experience supporting products sold through multiple motions, such as self-service, direct sales, channel, reseller, or partner ecosystems.</li>
<li>Familiarity with automation and AI capabilities that can simplify requirements gathering, dependency management, testing, and operational readiness.</li>
</ul>
<h2>Durable Skills</h2>
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:
<ul class="listtype-bullet listindent1 list-bullet1" data-testid="bullet-list" data-test-indentation="1">
<li>Awareness: Understand yourself and others.</li>
<li>Judgment: Evaluate information and make decisions in complex situations.</li>
<li>Adaptability: Learn, adjust, and stay effective through change.</li>
<li>Connection: Communicate, collaborate, and build trust.</li>
</ul>
To learn more about why these skills matter and what the data shows about thriving through change, read this&nbsp;<a class="attrlink" href="https://www.dropbox.jobs/en/our-blog/employee-stories/the-era-of-durable-skills-what-the-data-tells-us-about-thriving-in-change/" target="_blank" data-target-href="https://www.dropbox.jobs/en/our-blog/employee-stories/the-era-of-durable-skills-what-the-data-tells-us-about-thriving-in-change/">blog post</a> from our Chief People Officer, Melanie Rosenwasser.
<h2 data-usually-unique-id="044234883370604133046166">Compensation</h2><div class="content-pay-transparency"><div class="pay-input"><div class="description">US Zone 1
This role is not available in Zone 1</div><div class="title">US Zone 2</div><div class="pay-range">$149,200&mdash;$201,800 USD</div></div><div class="pay-input"><div class="title">US Zone 3</div><div class="pay-range">$132,600&mdash;$179,400 USD</div></div></div>

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