Head of Field and Partner Marketing

Responsibilities

• Own strategic vision and performance metrics (creation, coverage, and acceleration) for both direct field pipeline and indirect partner-led business globally.
• 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.
• 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).
• 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.
• Oversee marketing strategies to and through Dropbox’s distribution networks and cloud marketplaces to support our incremental channel revenue stream.
• 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.
• 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.
• 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.
• Oversee the global portfolio of regional field events, proprietary customer advisory boards (CABs), executive roundtable programs, and major industry tech activations.
• Manage, mentor, and scale a multi-disciplinary, globally distributed team spanning four core functions: Integrated Marketing (mid/bottom funnel demand), Regional Field Marketing, Partner/Channel Marketing, and Campaigns (Content & Customer Marketing). Foster a high-performance culture tied directly to pipeline health and business outcomes.

Requirements

• 10+ years of B2B marketing experience with increasing leadership responsibility spanning field marketing, partner/channel marketing, and demand generation.
• 5+ years of experience leading, scaling, and managing multi-disciplinary marketing teams, including direct oversight of demand generation, content/creative production, or customer marketing functions.
• Proven track record of managing joint marketing programs with major technology platforms, SaaS alliances, or AI ecosystems.
• Experience partnering directly with Sales VPs, directors, and external partner leadership in a multi-tiered GTM environment.
• Deep understanding of multi-month B2B sales cycles, buying committees, account progression, and revenue attribution models.
• Strong analytical orientation with hands-on experience using pipeline metrics, win rates, funnel velocity, and ROI modeling to drive investment decisions.

Preferred Qualifications

• Proven success working within a hybrid B2B model, specifically leveraging product-led metrics (PQLs, active usage) to fuel sales pipelines and partner co-selling.
• Experience supporting multi-region sales and partner organizations, with a strong ability to balance global consistency with local market nuances.
• Familiarity with modern business tech stacks (PRM/Partner Relationship Management systems, CRM, MAP, and ABM/intent data platforms).
• Strong understanding of the modern AI landscape, developer tool ecosystems, and cloud productivity paradigms.
• Exceptional communication and presentation skills, with the ability to confidently command attention and influence internal leadership and external clients/partners.