Principal, Market & Competitive Intelligence Manager
At a glance
Senior Market Research role at Dropbox. Remote, United States · full-time.
In listing Market Research salary
Growth Roles summary, based on the employer's posting.
What you'll do
- You'll run competitive intelligence across Dropbox Core, DocSend, Sign, Sign API, and Dropbox Protect
- You'll create the company-wide process for gathering, ranking, interpreting, sharing, and measuring competitive insight
- You'll turn market shifts, rival moves, customer input, and win/loss evidence into recommendations for business and product leaders
- You'll deliver briefings, points of view, rapid analyses, battlecards, alerts, and market coverage for executive and field audiences
- You'll refresh win/loss work and equip customer-facing teams with differentiation, objection handling, and competitive activation
What you bring
- Bring at least ten years in competitive intelligence, product marketing, market strategy, corporate strategy, or related B2B SaaS work
- Show end-to-end program ownership spanning executive insight, win/loss work, field enablement, and strategic recommendations
- Translate qualitative and quantitative signals into clear views that shape product, go-to-market, or revenue decisions
- Work effectively with Sales, GTM Strategy, Product Marketing, and Product teams in competitive customer settings
- Communicate evidence-based recommendations to senior leaders and align complex organizations without formal authority
Who this fits
This suits a senior individual contributor who combines strategic judgment with hands-on execution and can influence complex organizations without formal authority. You'll work across sales-led and product-led motions and collaborate with teams spanning sales, product, research, revenue operations, analyst relations, and communications. The role is remote and limited to select United States locations.
From the employer
Role Description
As the Principal, Market & Competitive Intelligence Manager you will lead Dropbox’s enterprise competitive intelligence program across Dropbox Core, DocSend, Sign and Sign API, and Dropbox Protect.
Sitting within the Chief Business Officer’s organization, you will work close to the company’s most important strategic and go-to-market decisions. You will build the operating system that turns competitor activity, market developments, customer feedback, win/loss findings, and field signals into clear recommendations and action.
This is a highly visible, hands-on leadership role for a senior individual contributor. You will strengthen Dropbox’s competitive positioning, improve how our teams navigate competitive sales cycles, inform product and go-to-market choices, and deepen executive understanding of a rapidly changing market. Your work will span both sales-led and product-led motions and help Dropbox tell a sharper, more differentiated story.
You will partner closely with Sales, Product Marketing, Product, Research, Revenue Operations, Analyst Relations, and Communications. Success requires equal strength in strategic judgment and execution: identifying what matters, developing a defensible point of view, and delivering useful recommendations and tools at the speed of the business.
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 for Sales, GTM Strategy, Product Marketing, Product, and executive leadership.
- Produce decision-ready intelligence—including executive briefings, competitive points of view, rapid-response analysis, battlecards, alerts, and market coverage—tailored to executive, strategic, product, and field audiences.
- Own and modernize Dropbox’s win/loss program in partnership with Sales, Revenue Operations, and Product Marketing, creating a recurring feedback loop into positioning, enablement, product strategy, and go-to-market decisions.
- Equip customer-facing teams to compete more effectively while partnering with product-aligned PMMs to strengthen differentiation, objection handling, field confidence, and product-specific competitive activation.
- Use AI, automation, and modern research platforms to scale the program, establish clear success measures, and maintain a trusted network of competitive contributors across Dropbox.
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.
- A record of translating complex qualitative and quantitative signals into clear points of view that influenced 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 the ability to communicate concise, evidence-based recommendations to senior leaders.
- Excellent cross-functional leadership skills, with a record of creating alignment and driving action in complex organizations without formal authority.
- Exceptional analytical, written, verbal, and visual communication skills, with the ability to balance long-range strategic work and fast-turn execution.
Preferred Qualifications
- Experience in AI-powered software, content management, collaboration, e-signature, document workflows, or security markets.
- Experience building or modernizing competitive intelligence across a multi-product portfolio or decentralized organization.
- Familiarity with platforms such as Crayon, Clozd, and AlphaSense, including using AI and automation to scale research, synthesis, and delivery.
- Experience partnering with Revenue Operations or Sales Operations to measure program adoption, decision influence, and business impact.
Compensation
US Zone 1
This role is not available in Zone 1
US Zone 2$185,100—$250,500 USDUS Zone 3$164,600—$222,600 USDNot this one either?
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