Principal, Market & Competitive Intelligence Manager

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

📋 Description

• Lead the enterprise competitive intelligence initiative at Dropbox encompassing Dropbox Core, DocSend, Sign and Sign API, and Dropbox Protect.

• Develop a comprehensive operating framework for gathering, prioritizing, analyzing, disseminating, and evaluating competitive intelligence across the organization.

• Convert competitor launches, pricing adjustments, product modifications, AI advancements, customer insights, and market dynamics into actionable strategies.

• Generate executive briefings, competitive viewpoints, quick-response analyses, battlecards, alerts, and market coverage reports.

• Take ownership of and enhance Dropbox’s win/loss initiative, creating feedback mechanisms that inform positioning, enablement, product strategy, and go-to-market decisions.

• Equip customer-facing teams to enhance competitive effectiveness and bolster differentiation, objection handling, field confidence, and competitive activation.

• Leverage AI, automation, and contemporary research tools to scale the program and sustain a reliable network of competitive contributors.

• Collaborate with Sales, GTM Strategy, Product Marketing, Product, Research, Revenue Operations, Analyst Relations, and Communications.

⛳️ Requirements

• Over 10 years of experience in competitive intelligence, product marketing, market strategy, corporate strategy, or a related B2B SaaS field.

• Proven track record of managing a comprehensive competitive intelligence program that includes executive intelligence, win/loss assessments, field enablement, and strategic recommendations.

• History of interpreting complex qualitative and quantitative data into clear perspectives that influence product, go-to-market, or revenue decisions.

• Extensive experience collaborating with Sales, GTM Strategy, Product Marketing, and Product teams in competitive environments and customer interactions.

• Strong presence with the ability to deliver concise, evidence-based recommendations to senior leadership.

• Excellent cross-functional leadership abilities and capacity to drive initiatives without formal authority.

• Outstanding analytical, written, verbal, and visual communication skills.

• Preferred: experience in AI-driven software, content management, collaboration, e-signature, document workflows, or security sectors.

• Preferred: background in developing or modernizing competitive intelligence across a multi-product portfolio or decentralized organization.

• Preferred: knowledge of tools such as Crayon, Clozd, and AlphaSense, including the use of AI and automation for research, synthesis, and delivery.

• Preferred: experience working with Revenue Operations or Sales Operations to assess program adoption, decision-making impact, and business outcomes.

🏝️ Benefits

• Competitive salary and performance incentives.

• Comprehensive health benefits, including medical, dental, and vision coverage.

• Flexible work environment and generous paid time off.

• Opportunities for professional development and career advancement.

• Access to cutting-edge technology and tools to support your work.