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.