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About the role
- Dropbox principal leading enterprise competitive intelligence across Dropbox Core, DocSend, Sign, and Dropbox Protect. Translating market signals into strategy, enablement, and executive recommendations.
Responsibilities
- Lead Dropbox’s enterprise competitive intelligence program across Dropbox Core, DocSend, Sign and Sign API, and Dropbox Protect
- Establish a company-wide operating model for collecting, prioritizing, analyzing, distributing, and measuring competitive intelligence
- Translate competitor launches, pricing and product changes, AI developments, customer feedback, and market shifts into actionable recommendations
- Produce executive briefings, competitive points of view, rapid-response analysis, battlecards, alerts, and market coverage
- Own and modernize Dropbox’s win/loss program and create feedback loops into positioning, enablement, product strategy, and go-to-market decisions
- Equip customer-facing teams to compete more effectively and strengthen differentiation, objection handling, field confidence, and competitive activation
- Use AI, automation, and modern research platforms to scale the program and maintain a trusted network of competitive contributors
- Partner with Sales, GTM Strategy, Product Marketing, Product, Research, Revenue Operations, Analyst Relations, and Communications
Requirements
- 10+ years of experience in competitive intelligence, product marketing, market strategy, corporate strategy, or a related B2B SaaS discipline
- Demonstrated ownership of an end-to-end competitive intelligence program, including executive intelligence, win/loss analysis, field enablement, and strategic recommendations
- Record of translating complex qualitative and quantitative signals into clear points of view influencing product, go-to-market, or revenue decisions
- Deep experience partnering with Sales, GTM Strategy, Product Marketing, and Product teams in competitive markets and customer situations
- Strong executive presence and ability to communicate concise, evidence-based recommendations to senior leaders
- Excellent cross-functional leadership skills and ability to drive action without formal authority
- Exceptional analytical, written, verbal, and visual communication skills
- Preferred: experience in AI-powered software, content management, collaboration, e-signature, document workflows, or security markets
- Preferred: experience building or modernizing competitive intelligence across a multi-product portfolio or decentralized organization
- Preferred: familiarity with Crayon, Clozd, and AlphaSense, including AI and automation for research, synthesis, and delivery
- Preferred: experience partnering with Revenue Operations or Sales Operations to measure program adoption, decision influence, and business impact
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