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Dropbox

Head of Field and Partner Marketing

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Remote from
USA
Salary
USD 220,300–372,600 / yr
Department
Marketing & Sales
Employment
Full Time
Experience
Director
Published
Apply before
19 Nov 2026
Listing views
25
Application actions
1
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AI Summary

The role, at a glance.

Dropbox is seeking an executive marketing leader to own global field and partner marketing for its sales-led growth and strategic partner ecosystem. The role leads regional demand generation, account-based marketing, partner co-marketing, customer campaigns, channel support, and executive events. It is accountable for direct and partner-led pipeline performance and for converting product-led usage into larger sales-assisted agreements. The leader will manage a globally distributed, multi-disciplinary organization and partner closely with Sales, Alliances, Product, and Digital Marketing leaders.

Role DNA

A quick view of the complexity, pace, ownership and collaboration implied by the job description.

Job Complexity

5/5
EasyHard

Pace & Pressure

5/5
RelaxedFast-paced

Autonomy Level

5/5
GuidedFull ownership

Communication Load

5/5
IndependentCollaborative
AI insightThis is a senior global GTM leadership role with direct accountability for pipeline outcomes across multiple marketing motions, regions, and partner ecosystems. Success requires executive influence, organizational leadership, rigorous revenue analytics, and the ability to align PLG, SLG, sales, and channel teams.

Salary analysis

Estimated compensation compared with the broader US market for similar roles.

Estimated job median (per year)Market rate
$296,450
US market range (per year)$220k–$380k
AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. The employer discloses annual compensation ranges by US geographic zone, from $220,300 to $372,600 USD. The combined midpoint is $296,450 annually. Estimated US market compensation for a comparable senior global field and partner marketing leader is approximately $220,000–$380,000 USD per year, excluding potential equity, bonus, and benefits.

Core skills

Skills and capabilities most closely associated with this opportunity.

Field marketingPartner marketingDemand generationAccount-based marketingB2B marketingGo-to-market strategyPipeline managementChannel marketingCustomer marketingRevenue attributionMarketing analyticsSales alignmentTeam leadershipIntegrated campaignsPartner ecosystems
Sample interview questions
How would you build a global field and partner marketing strategy that is accountable for pipeline growth?

I would start with shared revenue targets, segment-level pipeline coverage goals, and clear ownership across direct field, partner, and account-based motions. I would establish common funnel definitions and dashboards, then create regional plans that preserve global priorities while adapting channels, messaging, and partner activation to local markets. Monthly performance reviews with Sales and Alliances would drive investment changes based on conversion, velocity, and sourced or influenced pipeline.

Describe how you would connect product-led growth signals to a sales-led marketing motion.

I would define high-intent product signals such as active usage, collaboration depth, account expansion patterns, and PQL thresholds, then combine them with firmographic and intent data to prioritize accounts. Marketing would orchestrate tailored ABM plays, sales outreach, and partner co-selling motions based on account tier and buying context. Measurement would focus on conversion from product usage to qualified opportunity, expansion, and closed revenue.

How do you evaluate whether a partner co-marketing program is worth scaling?

I evaluate strategic fit, audience overlap, partner commitment, execution capacity, and measurable commercial outcomes before scaling. Each program should have agreed success metrics, such as target-account engagement, partner-sourced pipeline, influenced opportunities, conversion rates, and incremental revenue. I would run structured pilots, compare results against baseline performance, and expand investments only where there is repeatable impact.

How would you implement an ABM framework for corporate and mid-market accounts?

I would first align with Sales on ideal customer profiles, account selection, tiering, territory priorities, and buying-group maps. The program would use differentiated plays: highly customized executive engagement for top-tier accounts, industry or use-case campaigns for mid-tier accounts, and scalable intent-led nurtures for broader segments. I would track account engagement, buying-group coverage, opportunity creation, stage progression, deal velocity, and win rate.

What is your approach to leading a globally distributed marketing organization through change?

I set a clear operating model that connects each team's work to shared business outcomes while giving regional leaders appropriate flexibility. Regular planning cadences, transparent metrics, documented decision rights, and consistent communication create alignment across time zones and functions. I also invest in coaching leaders, recognizing measurable impact, and addressing resource or priority conflicts quickly.

This analysis is generated from the job description. Salary estimates, role characteristics and sample answers are guidance, not employer-provided facts.
Opportunity details

About this role.

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: Understand yourself and others.
  • Judgment: Evaluate information and make decisions in complex situations.
  • Adaptability: Learn, adjust, and stay effective through change.
  • Connection: Communicate, collaborate, 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.

Compensation

US Zone 1

$275,400—$372,600 USD

US Zone 2

$247,900—$335,300 USD

US Zone 3

$220,300—$298,100 USD

Apply now >

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