Principal, Market & Competitive Intelligence Manager

Overview

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

What you'll do

• 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

• 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.

Skills