Principal Product Marketing Manager, Dropbox
Pricing and Packaging
$159.8-270.3k
Salary dependent on location + Corporate bonus program + Restricted Stock Units
Smart workspace company
Be an early applicant
Smart workspace company
1001+ employees
Be an early applicant
$159.8-270.3k
Salary dependent on location + Corporate bonus program + Restricted Stock Units
1001+ employees
Company mission
Dropbox's mission is to design a more enlightened way of working.
Role
Who you are
- 8+ years of experience in the technology industry, with a focus on Pricing & Packaging, Monetization, Business Planning, Product Marketing, or Corporate Strategy
- 2+ years leading pricing and packaging initiatives in multi-product organizations with a sales-led GTM motion
- Proven success designing and executing monetization strategies that scale in sales-driven and multi-product settings
- Strong understanding of pricing frameworks and methodologies, including tiered models, value-based pricing, and usage-based approaches for complex product portfolios
- Advanced analytical skills with experience synthesizing large datasets into actionable strategies
- Familiarity with segmentation, predictive analytics, and sales enablement metrics
- Demonstrated ability to incorporate customer research into monetization strategies tailored to sales-led customer journeys
- Deep understanding of sales cycles and how pricing influences decision-making across deal stages
- Strong collaboration skills with experience leading cross-functional initiatives that require alignment across Sales, Product, and Marketing
- Exceptional communication and presentation skills, with a proven ability to influence senior executives
Desirable
- Bachelor’s degree in business, economics, or related quantitative disciplines; MBA preferred
- Expertise in balancing customer acquisition, expansion, and retention in sales-led contexts
What the job involves
- Our Marketing team sets product positioning and strategy, manages product launches, and gathers customer insights
- We’re responsible for maximizing our products' potential, in order to delight our users and help Dropbox grow. We partner with teams across the company, including Product, Sales, and Engineering
- We are seeking a strategic and experienced leader to join us as Senior Manager of Pricing and Packaging
- This role will drive the development and execution of pricing and packaging strategies that accelerate growth across a multi-product portfolio and align with a sales-led go-to-market (GTM) motion
- You will play a critical role in shaping the company’s monetization strategies, leveraging your expertise in multi-product environments and sales-led models to deliver exceptional results
- Strategic Leadership: Develop and implement a cohesive company-level pricing and packaging strategy, ensuring alignment with a sales-led GTM motion and multi-product offerings
- Revenue Acceleration: Drive revenue growth through innovative pricing models, bundling strategies, and tailored approaches for different customer segments, considering the nuances of multi-product environments
- Customer Insights: Lead customer research initiatives, including quantitative pricing studies (e.g., conjoint analysis, Van Westendorp), and leverage insights to shape strategies that address customer needs and purchasing behavior in sales-led engagements
- Data-Driven Decision-Making: Analyze customer, usage, transaction, and market data to identify key trends, inform strategic decisions, and deliver actionable insights to the executive team
- Cross-Functional Collaboration: Partner with Sales, Product, Product Marketing, Finance, Sales Operations and Executive teams to ensure pricing and packaging strategies are operationally executable and aligned with broader business goals
- Executive Influence: Present recommendations to senior leadership, driving alignment and gaining buy-in for strategies that impact revenue growth and customer satisfaction
Our take
Dropbox started by helping people bring together their files in one central place. The contents of these folders are synchronised to Dropbox's servers along with other computers and devices where the user has installed Dropbox, keeping the same files up-to-date across all devices.
Nowadays, there are lots of competing companies in cloud storage, and some with better distribution (e.g. Google and Apple). This explains why Dropbox is making a big push to reinvent itself after a fairly disappointing run since its IPO in 2018. The new Dropbox turns folders into "Spaces", which are collaboration hubs for teams, complete with comment streams, artificial intelligence tools and integrations into services such as Slack.
The company continues to build out its offerings through acquisitions, such as that of Formswift, bolstering its end-to-end agreement workflow capabilities. Indeed, It's very clear that Dropbox is trying to make a big move from being just a storage company. This seems to be a necessary move given the competitive nature of the industry it is operating within.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Few candidates hear
back within 2 weeks
3% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Jan 2014
$350m
SERIES C
Oct 2011
$250m
SERIES B
Total funding: $607.3m
Company benefits
- Medical, dental, and vision coverage
- We offer a generous company contribution toward individual medical, dental, and vision insurance coverage, including contributions toward dependent premiums
- Keep sharing and collaborating with friends and family even when you’re not at work with free Dropbox space for your whole crew
- Take the vacation you’ve always dreamed of with up to four consecutive weeks of paid time off
- Celebrate common holidays without your paycheck taking the hit with 11 company paid holidays
- Each Dropboxer has access to 32 hours of paid volunteer time off each year that they can use to support the causes close to their hearts
- We regularly offer panels and seminars featuring the best minds in tech, talent, diversity, and beyond that any Dropboxer can attend from the comfort of their home
- No two Dropboxers are the same, and their benefits shouldn’t be either. Our Perks allowance empowers employees to customize their benefits in line with what really matters to them
- Start building a successful 401K retirement plan with our dollar for dollar contribution match, up to $1,500 per quarter to a maximum of $6,000 per calendar year
Company values
- Be Worthy of Trust - Millions of teams trust us with their most important information. But this trust can vanish in an instant. That’s why integrity is the foundation of our culture. We do the right thing, even when nobody’s looking. And we’re honest—even when it’s uncomfortable
- They win, We win - Our customers come first. So we put in the work to deeply understand them. We ask, “Who’s the customer?” and “What do they really need?” When they succeed, our business (and everything else) falls into place
- Keep it Simple - Simple things work better—and make more sense. So we build products that do a few things really well. And we don’t overcomplicate life at Dropbox, whether it’s a plan or a process. Getting to simple isn’t always easy, but it’s worth the effort
- Own it - We take responsibility for our work, from start to finish. When we get stuck, we unblock ourselves. When something goes wrong, we don’t ask, “What did they screw up?” but “What could I do better?” We learn from our mistakes and keep going—until we have real impact
- Make work Human - Our mission is to design a more enlightened way of working, for Dropboxers and the world. So we make products that prioritize our needs as humans. And we build a compassionate culture where you can do your best work—no matter who you are or where you’re from
Company HQ
Mission Bay, San Francisco, CA
Articles
Leadership
Arash Ferdowsi
(CTO)Studied Computer Science at MIT before founding Dropbox straight out of university
Drew Houston
(CEO)Studied Computer Science at MIT before founding Dropbox straight out of university
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