Principal, Market & Competitive Intelligence Manager

The role

This is a senior individual-contributor leadership role within the Chief Business Officer's organization, owning competitive and market intelligence for several Dropbox product lines. The person creates the system that gathers and analyzes market signals and converts them into strategic guidance and sales tools. It involves close collaboration with revenue, product, marketing, research, and communications groups.

What you would do

• Run the enterprise-wide competitive intelligence program spanning Dropbox's main product lines
• Design a shared process for gathering, ranking, analyzing, distributing, and measuring intelligence
• Convert rival launches, pricing moves, AI trends, and customer input into concrete guidance for leaders and teams
• Create executive briefings, rapid analyses, battlecards, alerts, and market coverage for varied audiences
• Own and refresh the win/loss program so findings flow back into positioning, enablement, and product direction
• Support sellers with materials and coaching on differentiation and handling objections, alongside product marketers
• Apply AI, automation, and research platforms to scale output and track program success
• Cultivate a network of contributors across the company who feed competitive insight

What they asked for

• At least a decade in competitive intelligence, product marketing, or strategy roles within B2B software
• Proven ownership of a full competitive intelligence function covering executive insight, win/loss, field enablement, and recommendations
• History of distilling qualitative and numeric signals into viewpoints that shaped product, go-to-market, or revenue choices
• Extensive experience collaborating with sales, strategy, marketing, and product groups in contested markets
• Strong presence with executives and ability to deliver brief, evidence-driven advice
• Skill at building alignment and moving initiatives forward across a complex company without direct authority
• Excellent analytical, writing, speaking, and visual communication abilities, balancing long-term strategy with quick turnaround

Nice to have

• Background in AI software, content management, collaboration, e-signature, document workflow, or security markets
• Experience establishing or upgrading competitive intelligence for a multi-product or decentralized business
• Hands-on use of Crayon, Clozd, and AlphaSense, including AI and automation for research and delivery
• Experience working with revenue or sales operations to gauge adoption, influence, and business impact