资深市场与竞争情报经理
Principal, Market & Competitive Intelligence Manager
职位描述
作为高级市场与竞争情报经理，你将领导Dropbox在Dropbox核心产品、DocSend、Sign和Sign API以及Dropbox Protect中的企业竞争情报计划。
该职位位于首席商务官的组织架构内，你将直接参与公司最重要的战略和市场进入决策。你将建立一个运营系统，将竞争对手动态、市场发展、客户反馈、胜/败案例以及现场信号转化为明确的建议和行动方案。
这是一个高度可见且需要亲力亲为的领导职位，适合资深个人贡献者。你将增强Dropbox的竞争地位，提升团队应对竞争销售周期的能力，影响产品和市场进入策略，并加深高管对快速变化市场的理解。你的工作将涵盖以销售为主导和以产品为主导的策略，帮助Dropbox讲述更清晰、更具差异化的故事。
你将与销售、产品营销、产品、研究、营收运营、分析师关系和传播部门紧密合作。成功需要兼具战略判断力和执行力：识别关键问题，形成有说服力的观点，并以业务速度交付有用建议和工具。
职责
- 领导Dropbox在Dropbox核心产品、DocSend、Sign和Sign API以及Dropbox Protect中的企业竞争情报计划。
- 建立全公司范围的竞争情报收集、优先级排序、分析、分发和评估的运营模型。
- 将竞争对手发布的产品、定价和产品变更、AI发展、客户反馈和市场变化转化为针对销售、市场进入策略、产品营销、产品和高管领导层的可操作建议。
- 产出可供决策使用的竞争情报，包括高管简报、竞争观点、快速响应分析、战斗卡、警报和市场覆盖内容，针对高管、战略、产品和现场受众进行定制。
- 与销售、营收运营和产品营销合作，主导并现代化Dropbox的胜/败分析计划，创建持续的反馈循环，用于定位、赋能、产品策略和市场进入决策。
- 为面向客户的团队提供支持，使其能够更有效地竞争，同时与以产品为导向的产品营销人员合作，强化差异化、异议处理、现场信心和特定产品的竞争分析。
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Role Description
As the Principal, Market & Competitive Intelligence Manager you will lead Dropbox’s enterprise competitive intelligence program across Dropbox Core, DocSend, Sign and Sign API, and Dropbox Protect.
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.
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.
Preferred 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.
Compensation
US Zone 1
This role is not available in Zone 1
US Zone 2
$185,100—$250,500 USD
US Zone 3
$164,600—$222,600 USD