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Agent guide: [/agents.md](https://www.wearedevelopers.com/agents.md). --- # Principal, Market & Competitive Intelligence Manager - **Company:** Dropbox - **Location:** United States - **Experience:** Expert - **Salary:** $185,100.0 - $250,500.0 - **Contract:** Permanent contract - **Skills:** Application Programming Interfaces (APIs), Artificial Intelligence, Electronic Signatures, Dropbox - **Published:** August 18, 2026 - **Apply:** https://diversityjobs.com/main/sendform/8/8/28176/1/17977795?backUrl=%2Fcareer%2F17977795%2FPrincipal-Market-Competitive-Intelligence-Manager ## About the Role * 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. ## Description 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. ## Related Videos - [The End of Software as we know it](https://www.wearedevelopers.com/videos/1393-the-end-of-software-as-we-know-it) - [Startup Presentation: IgniSign - Sign for Real](https://www.wearedevelopers.com/videos/1168-startup-presentation-ignisign-sign-for-real) - [Edit Your Future: Queerverse Radical AI](https://www.wearedevelopers.com/videos/909-edit-your-future-queerverse-radical-ai) - [Marketing x Product: How We Stopped Gaslighting Each Other and Built AI Products That Actually Work](https://www.wearedevelopers.com/videos/100244-marketing-x-product-how-we-stopped-gaslighting-each-other-and-built-ai-products-that-actually-work) - [SwiftUI In Production](https://www.wearedevelopers.com/videos/134-swiftui-in-production) - [AI is dead, long live AK](https://www.wearedevelopers.com/videos/1093-ai-is-dead-long-live-ak) ## Related Articles - [Navigating the AI Shift](https://www.wearedevelopers.com/magazine/629-navigating-the-ai-shift) - [13 AI Tools You Have to Try](https://www.wearedevelopers.com/magazine/219-13-ai-tools-you-have-to-try) - [Coffee with Developers - Maria Apazoglou - Making AI understandable for all in production](https://www.wearedevelopers.com/magazine/475-coffee-with-developers-maria-apazoglou-making-ai-understandable-for-all-in-production) - [Stephan Gillich - Bringing AI Everywhere](https://www.wearedevelopers.com/magazine/489-stephan-gillich-bringing-ai-everywhere) - [Got AI ideas but no money? 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