Principal, Market & Competitive Intelligence Manager
Leads Dropbox’s enterprise competitive intelligence program across a multi-product portfolio, translating market, competitor, customer, and field signals into recommendations, executive briefings, enablement, and product or go-to-market decisions. Requires 10+ years in competitive intelligence, product marketing, strategy, or a related B2B SaaS discipline.
About the job
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 Product Marketing teams 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.
Nice-to-haves
- 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 2: $185,100–$250,500 USD
- US Zone 3: $164,600–$222,600 USD
Skills
Competitive Intelligence, Product Marketing, Market Strategy, Corporate Strategy, B2B SaaS, Win/Loss Analysis, Sales Enablement, Revenue Operations, AI, Automation, Crayon, Clozd, Alphasense, Executive Communication
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