Principal, Market & Competitive Intelligence Manager

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

📋 Description

• Oversee Dropbox’s enterprise competitive intelligence initiative across Dropbox Core, DocSend, Sign and Sign API, and Dropbox Protect.

• Develop a comprehensive operating model for the organization focused on the collection, prioritization, analysis, distribution, and evaluation of competitive intelligence.

• Convert competitor launches, pricing adjustments, product modifications, AI advancements, customer insights, and market dynamics into actionable recommendations for Sales, GTM Strategy, Product Marketing, Product, and executive leadership.

• Generate decision-ready intelligence, encompassing executive briefings, competitive perspectives, rapid-response analyses, battlecards, alerts, and market coverage.

• Manage and enhance Dropbox’s win/loss program in collaboration with Sales, Revenue Operations, and Product Marketing.

• Empower customer-facing teams to compete more effectively while enhancing differentiation, objection handling, field confidence, and product-specific competitive activation.

• Leverage AI, automation, and contemporary research platforms to scale the program, establish metrics for success, and sustain a trusted network of competitive contributors.

⛳️ Requirements

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

• Proven ownership of a comprehensive competitive intelligence program, including executive intelligence, win/loss analysis, field enablement, and strategic recommendations.

• History of translating complex qualitative and quantitative signals 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 markets and customer environments.

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

• Outstanding cross-functional leadership abilities, capable of creating alignment and driving action without formal authority.

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

• Preferred: experience in AI-enabled 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: familiarity with tools like Crayon, Clozd, and AlphaSense, including AI and automation for research, synthesis, and delivery.

• Preferred: experience collaborating with Revenue Operations or Sales Operations to assess program adoption, decision influence, and business impact.

🏝️ Benefits

• Comprehensive health, dental, and vision insurance.

• Generous paid time off policy and flexible work arrangements.

• Professional development opportunities and continuing education support.

• Access to cutting-edge technology and tools.

• Collaborative and inclusive company culture.