Principal, Market & Competitive Intelligence Manager
$185,100–$250,500 year
Remote
Job Summary
Lead Dropbox's enterprise competitive intelligence program across Dropbox Core, DocSend, Sign, Sign API, and Dropbox Protect. Establish a company-wide operating model for collecting, analyzing, and measuring intelligence to translate competitor launches, pricing changes, AI developments, and market shifts into actionable recommendations for Sales, Product Marketing, and executive leadership. Produce decision-ready outputs including executive briefings, battlecards, and rapid-response analysis while modernizing the win/loss program to create a recurring feedback loop into go-to-market decisions. Equip customer-facing teams with field confidence and differentiation strategies using AI and automation to scale research and delivery. Partner closely with Sales, Product, and Revenue Operations to strengthen Dropbox's competitive positioning and inform strategic choices.
Required Qualifications
- 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
Desired 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
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