Head of Field and Partner Marketing

This is a fully remote position, open to applicants in United States.

📋 Description

• Direct Dropbox’s global field and partner marketing division while fostering pipeline expansion within its Sales-Led Growth sector and strategic partner network.

• Take charge of regional marketing strategies, account-based execution, mid-to-lower funnel demand engines, and partner marketing aimed at generating global B2B revenue.

• Coordinate targeted account-based marketing and regional demand generation initiatives alongside localized partner programs and collaborative marketing efforts with AI technology ecosystems.

• Define the strategic vision and performance indicators for direct field pipeline and indirect partner-led business on a global scale.

• Guide the Integrated Marketing team in crafting and implementing mid- and bottom-funnel acquisition campaigns.

• Supervise the Campaigns team’s content frameworks and customer marketing initiatives to enhance post-sale engagement, adoption, brand advocacy, and net revenue retention.

• Create joint marketing initiatives and value propositions in collaboration with strategic AI and productivity ecosystem partners.

• Manage marketing strategies through Dropbox distribution networks and cloud marketplace platforms.

• Develop and institutionalize Dropbox’s ABM framework, including account selection, tiering, multi-channel orchestration, and customized campaigns.

• Collaborate with PLG Digital Marketing and Product teams to transition high-usage self-serve accounts into more substantial agreements.

• Align with regional Sales VPs and the Alliance organization on territory strategies, partner incentives, target accounts, and outbound outreach efforts.

• Oversee regional field events, customer advisory boards, executive roundtables, and technology activations within the industry.

• Lead, mentor, and scale a globally distributed team across Integrated Marketing, Regional Field Marketing, Partner/Channel Marketing, and Campaigns.

• Cultivate a high-performance culture linked to pipeline health and business results.

⛳️ Requirements

• Over 10 years of B2B marketing experience with progressively greater leadership roles covering field marketing, partner/channel marketing, and demand generation.

• More than 5 years of experience in leading, scaling, and managing multidisciplinary marketing teams, including direct oversight of demand generation, content/creative production, or customer marketing departments.

• Demonstrated success in managing joint marketing programs with prominent technology platforms, SaaS alliances, or AI ecosystems.

• Experience collaborating directly with Sales VPs, directors, and external partner leadership within a multi-tiered go-to-market environment.

• Profound understanding of multi-month B2B sales cycles, buying committees, account progression, and revenue attribution models.

• Strong analytical mindset with practical experience utilizing pipeline metrics, win rates, funnel velocity, and ROI modeling to inform investment decisions.

• Preferred: Proven achievements within a hybrid B2B model, leveraging product-led metrics (PQLs, active usage) to enhance sales pipelines and partner co-selling efforts.

• Preferred: Experience in supporting multi-region sales and partner organizations, balancing global consistency with local market intricacies.

• Preferred: Knowledge of PRM/Partner Relationship Management systems, CRM, MAP, and ABM/intent data platforms.

• Preferred: Solid understanding of the modern AI landscape, developer tool ecosystems, and cloud productivity paradigms.

• Preferred: Outstanding communication and presentation abilities, capable of influencing both internal leadership and external clients/partners.

🏝️ Benefits

• Competitive salary and performance-based bonuses.

• Comprehensive health, dental, and vision insurance.

• Generous paid time off and flexible work arrangements.

• Opportunities for professional development and growth.

• Collaborative and inclusive company culture.