Principal, Market & Competitive Intelligence Manager

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 Canada Pay Range $173,400—$234,600 CAD

You will lead the enterprise competitive intelligence program by establishing an operating model to collect, analyze, and distribute actionable market insights across the organization. Additionally, you will partner with Sales, Product, and Marketing teams to modernize win/loss programs and provide strategic recommendations that influence go-to-market decisions.

Candidates must have 10+ years of experience in competitive intelligence, product marketing, or related B2B SaaS disciplines with a proven record of influencing strategic decisions. Strong executive presence, analytical skills, and the ability to drive cross-functional alignment in complex organizations are essential.

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Relevées dans la description du poste. Confirmez les exigences importantes ci-dessus.

• Competitive Intelligence
• Product Marketing
• Market Strategy
• Corporate Strategy
• B2B SaaS
• Win/Loss Analysis
• Field Enablement
• Strategic Planning
• Executive Communication
• Cross-functional Leadership
• Data Analysis
• Market Research
• Go-to-market Strategy
• AI-powered Software
• Content Management
• Executive Presence
• Win-Loss Analysis
• Analyst Relations
• Revenue Operations
• Influencing Skills
• Go-to-Market Strategy
• Influencing Without Authority
• Workflow Management
• Artificial Intelligence Development
• Research
• Application Programming Interface (API)
• Artificial Intelligence
• Automation
• Business To Business
• Business Continuity Planning
• Customer Service
• Software As A Service (SaaS)
• Communication
• Competitive Sales
• Operating Systems
• Sales
• Leadership
• Marketing Strategies
• Project Portfolio Management
• Sales Operations
• Competitive Analysis
• Product Strategy

• Marketing
• Management & Leadership
• Software
• Consulting
• Sales
• Competitive Intelligence Manager
• Marketing Manager (General)
• Sales and Marketing Managers
• Marketing Managers

Expérience minimale

10+ ans

Langue de l’offre

anglais

Heures de travail

40 heures par semaine