Principal, Market & Competitive Intelligence Manager

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.

• 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., * 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.