Principal, Market & Competitive Intelligence Manager

Dropbox is a global software company providing products such as Dropbox Core, DocSend, Sign, Sign API, and Dropbox Protect. The Principal, Market & Competitive Intelligence Manager will lead the enterprise competitive intelligence program, translating competitor, customer, and market signals into recommendations, executive briefings, sales enablement, and product and go-to-market decisions.

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
• • Ownership: You use AI responsibly by protecting data, applying sound judgment, and taking accountability for the quality and accuracy of your work
• • Experimentation: You explore new AI capabilities and apply them to improve workflows within approved tools and practices
• • Leverage: You use AI to enhance thinking, improve efficiency, and increase your impact and your team's
• • Learning: You stay current on emerging AI tools and trends, continuously build your skills, and share what you learn with others
• This role requires travel to offsites and various other team gatherings (approximately 5-10% of the year or 2-3 days per quarter)
• • 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