Head of Field and Partner Marketing

Role Description

Dropbox is hiring a Head of Field & Partner Marketing to lead our global field and partner marketing organization and drive pipeline growth across our Sales-Led Growth

(SLG) business and strategic partner ecosystem.

This executive Go-To-Market

(GTM) leader will own the regional marketing strategy, account-based execution, mid-to-bottom funnel demand engines, and partner marketing required to scale business-to-business revenue globally.  While our PLG team focuses on the frictionless, self-serve transactional customer lifecycle, this leader owns the end-to-end marketing journey for sales-engaged and partner-led motions.

This role requires an exceptional strategic operator who can orchestrate targeted account-based marketing

(ABM) and regional demand generation alongside localized partner programs—including managing co-marketing initiatives with strategic AI technology ecosystems

(ChatGPT, Claude, and Gemini) and supporting our distribution networks. Partnering closely with regional Sales and Channel leaders, this executive will oversee integrated campaigns, joint partner value propositions, content strategies, and comprehensive PLG to SLG customer lifecycle initiatives.

Responsibilities

• SLG & Partner Pipeline Accountability: Own the strategic vision and performance metrics
• (creation, coverage, and acceleration) for both direct field pipeline and indirect partner-led business globally.
• Integrated Demand Generation: Lead the Integrated Marketing team to design and deploy highly optimized mid- and bottom-funnel acquisition campaigns that move prospects effectively through the sales pipeline.
• Content & Customer Campaigns: Oversee the upstream Campaigns team to deliver compelling content frameworks and high-impact customer marketing initiatives that drive post-sale engagement, adoption, brand advocacy, and net revenue retention
• (NRR).
• Partner Alliance & Co-Marketing: Develop and execute high-impact joint marketing programs with strategic AI and productivity ecosystem partners
• (including
• ChatGPT, Claude, Gemini). Build compelling value propositions that position Dropbox as the core content layer for modern workflows.
• Distribution & Channel Support: Oversee marketing strategies to and through Dropbox’s distribution networks and cloud marketplaces to support our incremental channel revenue stream.
• Account-Based Marketing
• (ABM)
• Strategy: Build, scale, and institutionalize Dropbox’s ABM framework. Define account selection, tiering, multi-channel orchestration, and tailored campaigns for high-value corporate and mid-market accounts.
• PLG-to-SLG Monetization: Partner closely with the PLG Digital Marketing and Product teams to identify accounts with high existing self-serve usage, triggering targeted field and partner campaigns to convert them into larger team or corporate agreements.
• Sales & Partner Architecture Interlock: Establish trusted partnerships with regional Sales VPs and the Alliance organization to align on territory strategies, partner incentives, target account lists, and quarterly outbound cadences.
• Experiential & Executive Engagement: Oversee the global portfolio of regional field events, proprietary customer advisory boards
• (CABs), executive roundtable programs, and major industry tech activations.
• Team Leadership & Org Design: Manage, mentor, and scale a multi-disciplinary, globally distributed team spanning four core functions:
• Integrated Marketing
• (mid/bottom funnel demand), Regional Field Marketing, Partner/Channel Marketing
• , and
• Campaigns
• (Content
• & Customer Marketing). Foster a high-performance culture tied directly to pipeline health and business outcomes.

Requirements

• 10+ years of B2B marketing experience with increasing leadership responsibility spanning field marketing, partner/channel marketing, and demand generation.
• 5+ years of experience leading, scaling, and managing multi-disciplinary marketing teams, including direct oversight of demand generation, content/creative production, or customer marketing functions.
• Ecosystem & Tech Alliance Experience: Proven track record of managing joint marketing programs with major technology platforms, SaaS alliances, or AI ecosystems.
• Sales Alignment: Experience partnering directly with Sales VPs, directors, and external partner leadership in a multi-tiered GTM environment.
• B2B Funnel Mastery: Deep understanding of multi-month B2B sales cycles, buying committees, account progression, and revenue attribution models.
• Data-Driven Mindset: Strong analytical orientation with hands-on experience using pipeline metrics, win rates, funnel velocity, and ROI modeling to drive investment decisions.

Preferred Qualifications

• Hybrid GTM Experience: Proven success working within a hybrid B2B model, specifically leveraging product-led metrics
• (PQLs, active usage) to fuel sales pipelines and partner co-selling.
• Global Scale: Experience supporting multi-region sales and partner organizations, with a strong ability to balance global consistency with local market nuances.
• MarTech/SalesTech Fluency: Familiarity with modern business tech stacks
• (PRM/Partner
• Relationship Management systems, CRM, MAP, and ABM/intent data platforms).
• AI & Cloud Market Fluency: Strong understanding of the modern AI landscape, developer tool ecosystems, and cloud productivity paradigms.
• Executive Presence: Exceptional communication and presentation skills, with the ability to confidently command attention and influence internal leadership and external clients/partners.
• 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.