Principal, Market & Competitive Intelligence Manager

About This RoleAI processing…

Key Responsibilities

• 1
  Lead Dropbox’s enterprise competitive intelligence program across Dropbox Core, DocSend, Sign and Sign API, and Dropbox Protect.
• 2
  Establish a company-wide operating model for collecting, prioritizing, analyzing, distributing, and measuring competitive intelligence.
• 3
  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.
• 4
  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.
• 5
  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.
• 6
  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.
• 7
  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.
• 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.

Perks & BenefitsTypical for this role