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Head of Field and Partner Marketing

Dropbox•5h ago
United StatesRemoteFull-timeSenior Level5+ yrs exp
Visa-friendly
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Top focus

Marketing AnalystHr Business Partner
  • Role Description
  • Dropbox is hiring a Head of Field & Partner Marketing to lead our global field and partner marketing organization and drive pipeline growth across our Sales-Led Growth (SLG) business and strategic partner ecosystem.
  • This executive Go-To-Market (GTM) leader will own the regional marketing strategy, account-based execution, mid-to-bottom funnel demand engines
  • partner marketing required to scale business-to-business revenue globally. While our PLG team focuses on the frictionless, self-serve transactional customer lifecycle, this leader owns the end-to-end marketing journey for sales-engaged and partner-led motions.
  • This role requires an exceptional strategic operator who can orchestrate targeted account-based marketing (ABM) and regional demand generation alongside localized partner programs—including managing co-marketing initiatives with strategic AI technology ecosystems (ChatGPT, Claude
  • Gemini) and supporting our distribution networks. Partnering closely with regional Sales and Channel leaders, this executive will oversee integrated campaigns, joint partner value propositions, content strategies
  • comprehensive PLG to SLG customer lifecycle initiatives.
  • Responsibilities
  • SLG & Partner Pipeline Accountability: Own the strategic vision and performance metrics (creation, coverage, and acceleration) for both direct field pipeline and indirect partner-led business globally.
  • Integrated Demand Generation: 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.
  • Content & Customer Campaigns: Oversee the upstream Campaigns team to deliver compelling content frameworks and high-impact customer marketing initiatives that drive post-sale engagement, adoption, brand advocacy
  • net revenue retention (NRR).
  • Partner Alliance & Co-Marketing: 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.
  • Distribution & Channel Support: Oversee marketing strategies to and through Dropbox’s distribution networks and cloud marketplaces to support our incremental channel revenue stream.
  • Account-Based Marketing (ABM) Strategy: Build, scale
  • institutionalize Dropbox’s ABM framework. Define account selection, tiering, multi-channel orchestration
  • tailored campaigns for high-value corporate and mid-market accounts.
  • PLG-to-SLG Monetization: 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.
  • Sales & Partner Architecture Interlock: Establish trusted partnerships with regional Sales VPs and the Alliance organization to align on territory strategies, partner incentives, target account lists
  • quarterly outbound cadences.
  • Experiential & Executive Engagement: Oversee the global portfolio of regional field events, proprietary customer advisory boards (CABs), executive roundtable programs, and major industry tech activations.
  • Team Leadership & Org Design: Manage, mentor
  • scale a multi-disciplinary, globally distributed team spanning four core functions: Integrated Marketing (mid/bottom funnel demand), Regional Field Marketing , Partner/Channel Marketing
  • 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.
  • Ecosystem & Tech Alliance Experience: Proven track record of managing joint marketing programs with major technology platforms, SaaS alliances, or AI ecosystems.
  • Sales Alignment: Experience partnering directly with Sales VPs, directors, and external partner leadership in a multi-tiered GTM environment.
  • B2B Funnel Mastery: Deep understanding of multi-month B2B sales cycles, buying committees, account progression, and revenue attribution models.
  • Data-Driven Mindset: Strong analytical orientation with hands-on experience using pipeline metrics, win rates, funnel velocity, and ROI modeling to drive investment decisions.
  • Preferred Qualifications
  • Hybrid GTM Experience: Proven success working within a hybrid B2B model, specifically leveraging product-led metrics (PQLs, active usage) to fuel sales pipelines and partner co-selling.
  • Global Scale: Experience supporting multi-region sales and partner organizations, with a strong ability to balance global consistency with local market nuances.
  • MarTech/SalesTech Fluency: Familiarity with modern business tech stacks (PRM/Partner Relationship Management systems, CRM, MAP, and ABM/intent data platforms).
  • AI & Cloud Market Fluency: Strong understanding of the modern AI landscape, developer tool ecosystems, and cloud productivity paradigms.
  • Executive Presence: Exceptional communication and presentation skills, with the ability to confidently command attention and influence internal leadership and external clients/partners.
  • Durable Skills
  • AI fluency means using these tools to amplify human judgment, not replace it. We believe people with these skills will thrive as work and technology continue to evolve:
  • Awareness: U nderstand yourself and others .
  • Judgment: E valuat e information and mak e decisions in complex situations .
  • Adaptability: L earn, adjust, and stay effective through change .
  • Connection: C ommunicat e , collaborat e , and build trust .
  • To learn more about why these skills matter and what the data shows about thriving through change, read this blog post from our Chief People Officer, Melanie Rosenwasser.
  • Compensation
  • US Zone 1
  • This role is not available in Zone 1
  • US Zone 2
  • $247,900 — $335,300 USD
  • US Zone 3
  • $220,300 — $298,100 USD

Required skills

MarketingDemand GenerationAccount-Based MarketingContent StrategyCampaign ManagementPartner MarketingAI Technology
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