Customer Evidence Manager

Role Description

Dropbox is hiring a Customer Evidence Manager to own and drive the customer-proof infrastructure that powers our managed sales motion. This is a senior individual-contributor role for a commercially minded, creatively grounded customer marketer who understands that the value of a customer story is not that it gets published — it is that it protects customer trust, gives buyers credible, accurate proof and moves a deal forward. You are the editorial authority on what good looks like, not the person writing every script: execution

(writing, video, design) is delivered through agency partners you brief and direct.

Enterprise buyers do not decide on brand claims. They decide on credible proof from organizations like theirs: customer stories, ROI evidence, video testimonials, peer reviews, and competitive validation. In this role, you will produce that evidence and ensure it reaches sellers and customers at the moments it can have the greatest commercial impact.

You will own the program

• outcomes and operational rigor
• — setting the creative and editorial bar for what makes a great customer story, directing the agency partners who produce the work, and deploying that proof into active deals — and measuring evidence's impact on pipeline, win rates, and sales-cycle velocity. You will partner closely with Sales, Customer Success, Campaign Enablement, and product teams to prioritize proof for the full suite of Dropbox products and solutions, including
• AI capabilities, multi-product platform adoption, and priority vertical workflows. You will get substantial senior Sales and Marketing leadership exposure and a direct, measurable line to revenue during a pivotal shift in how Dropbox goes to market.

Responsibilities

• Identify advocates, coordinate outreach with account teams, manage consent and approvals, record participation preferences, and avoid customer fatigue.
• Set the creative and editorial direction and maintain the evidence taxonomy, freshness, and discoverability of the asset library
• — case studies, ROI studies, video testimonials, peer/G2 reviews, customer voice, and competitive proof.
• Manage the sales content library
• (Highspot, Deeto, or comparable) — organize assets by deal stage, customer profile, vertical, and product; set and enforce freshness standards; and proactively surface content gaps.
• Run a recurring Sales–Marketing feedback session to understand seller needs, assess content performance in live deals, and prioritize new evidence.
• Ensure the right proof reaches the right seller for the right deal stage proactively, and track evidence utilization by account executive and deal stage to close adoption gaps.
• Partner with Marketing Operations to build campaign attribution and reporting in Salesforce, measuring evidence's influence on pipeline, win rate, and sales-cycle velocity.
• Provide monthly reporting to Sales and Marketing on evidence performance and pipeline acceleration, and maintain a rolling pipeline of customers at each stage of evidence development.

Requirements

• 8+ years in B2B content marketing, customer marketing, or sales enablement — ideally spanning all three.
• Demonstrated experience building and operating a customer evidence, case-study, or advocacy program that sellers actively used in live sales cycles
• (not solely a published content library).
• Strong command of complex B2B sales cycles and the specific evidence needed at each stage, from discovery and evaluation through procurement and legal review.
• Direct experience partnering with account executives and SDRs to produce commercially effective content and enablement.
• A creative/editorial background with strong instincts for what makes a compelling customer story and credible social proof — able to set the bar, write briefs, direct and manage agency partners, and edit to a high standard
• (rather than personally produce every asset), while managing multiple stories and stakeholders at once.

Preferred Qualifications

• Proficiency with Highspot, Seismic, DocSend, or a comparable sales content platform.
• Experience with Salesforce campaign attribution, pipeline reporting, or closely related revenue analytics — able to connect content performance to business outcomes.
• Experience supporting enterprise or managed sales motions in a SaaS environment.
• Experience developing customer proof for AI products, workflow products, or multi-product platform adoption.
• Familiarity with G2 or other peer-review programs, and with GEO / customer-voice strategy.
• Experience partnering with Marketing Operations/Campaign Enablement/ Marketing Data Science on content attribution and sales-content analytics.
• Experience developing evidence for priority verticals
• (e.g.
• marketing and creative and Architecture, Engineering and Construction.)
• Durable Skills
• AI fluency means using these tools to amplify human judgment, not replace it. We believe people with these skills will thrive as work and technology continue to evolve:
• Awareness: U nderstand yourself and others.
• Judgment: E valuat e information and mak e decisions in complex situations.
• Adaptability: L earn, adjust, and stay effective through change.
• Connection: C ommunicat e
• , collaborat e
• , and build trust.
• To learn more about why these skills matter and what the data shows about thriving through change, read this blog post from our Chief People Officer, Melanie Rosenwasser.