Director of GTM FP&A, Dropbox

• 8–10 years of progressive FP&A or Finance experience, with at least 2–3 years in people management and demonstrated leadership across both Sales and Marketing Finance
• Strong SaaS experience, with deep understanding of GTM revenue drivers, pipeline dynamics, and marketing investment efficiency
• Proven ability to build and analyze integrated GTM forecasts, including sales bookings, ARR, CAC, ROI analysis, and campaign performance metrics
• Proficiency in financial modeling and systems, including Salesforce, Oracle, and advanced Excel; experience with BI tools (e.g., Tableau, Snowflake) preferred
• Excellent communication and business partnership skills, with the ability to synthesize data into actionable insights and influence decisions across GTM, Finance, and Executive teams
• Analytical rigor and strong attention to detail, capable of producing executive-ready analysis and recommendations
• Collaborative and proactive problem solver, comfortable navigating ambiguity in a dynamic, high-growth environment
• Public company experience preferred

Desirable

• Reporting to the Sr Director, GTM, Product and Revenue FP&A, the Director GTM FP&A will own FP&A for ~$250M of Annual Recurring Revenue, and ~$125M GTM Opex
• You will be the FP&A partner for the Chief Business Officer (CBO) and our Go to Market (GTM) team and will play a key role in our regular reporting cadences, working closely with our CFO and CEO
• This leader will drive value with a particular focus on accurately forecasting Dropbox revenue, identifying opportunities to increase revenue, and making ROI tradeoffs for proposed Sales, and Marketing investments
• The Director GTM FP&A will balance developing a deep knowledge of the key drivers of the forecast model with an ability to operate at a higher altitude while communicating the story of our financial results and outlook
• You will play a crucial role in areas such as ARR (Annual Recurring Revenue) forecasting and planning, measuring the success of strategic initiatives, driving analytical insights, deal structuring and approvals, and evaluating resource investments
• We are seeking an Owner, who can understand our holistic financial position, identify concrete opportunities, and work across Dropbox leadership to improve financial outcomes
• You’ll get senior leadership exposure, focusing real-time on the highest priority business issues, and being plugged into every facet of our business
• Serve as a strategic finance partner to GTM leadership, supporting Sales, Marketing, and Customer Success in driving revenue growth and efficient investment decisions
• Own financial planning, forecasting, and reporting across GTM functions, including ARR, pipeline conversion, CAC, ROI analysis, and campaign performance metrics
• Drive the GTM forecasting process end-to-end, managing short- and long-range plans, variance analysis, and key performance insights
• Develop and enhance driver-based models to forecast bookings, ARR, spend efficiency, and GTM productivity
• Provide actionable insights that shape GTM strategies, optimize resource allocation, and inform executive decision-making
• Collaborate closely with Sales, Marketing, and Finance leadership, as well as partners in Business Strategy, Deal Desk, and Revenue Analytics, to align financial plans with operating goals
• Lead and develop a high-performing team while fostering collaboration across the broader FP&A organization
• Drive continuous improvement in forecasting processes, tools, and data integrity in partnership with Revenue Analytics, Business Platforms, and IT
• Deliver executive-ready presentations and narratives, translating complex analysis into clear business insights
• Promote a culture of partnership and analytical excellence across GTM and Finance