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Remote - US

Director, Demand Generation

Company Description

Dropbox is a special place where we are all seeking to fulfill our mission to design a more enlightened way of working. We’re looking for innovative talent to join us on our journey. The words shared by our founders at the start of Dropbox still ring true today. Wouldn’t it be great if our working environment—and the tools we use—were designed with people’s actual needs in mind? Imagine if every minute at work were well spent—if we could focus and spend our time on the things that matter. This is possible, and Dropbox is connecting the dots. The nearly 3,000 Dropboxers around the world have helped make Dropbox a living workspace - the place where people come together and their ideas come to life. Our 700+ million global users have been some of our best salespeople, and they have helped us acquire customers with incredible efficiency. As a result, we reached a billion dollar revenue run rate faster than any software-as-a-service company in history. Dropbox is making the dream of a fulfilling and seamless work life a reality. We hope you’ll join us on the journey.

Team Description

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.

Role Description

We’re looking for an experienced and passionate Director of Demand Generation to join our growing Marketing team. In this role you will lead a global team in driving pipeline and revenue growth through best-in-class demand generation tactics, campaigns, execution and measurement. You will partner with Sales, Marketing Ops, Sales Ops, and Product Marketing to set the vision for compelling multi-year demand generation strategies, content and other offerings mapped to key buyer personas across their lifecycle including acquisition, retention and expansion. 

You will be the single threaded owner of marketing sourced pipeline within marketing for Dropbox and be responsible for leading the strategy and execution of all demand generation related programs which include (but not limited to) in-person and virtual events, paid social, content syndication, and lifecycle marketing programs with the goal of increasing market awareness and generating demand to accelerate pipeline and sales growth. You thrive in a fast paced environment with a passion for testing, learning and iterating. You are data-driven with deep expertise in measuring, tracking and reporting on demand generation programs.


Strategy Development and Campaign Management:

  • Develop and implement a multi year demand generation strategy aligned with overall marketing and business objectives.
  • Plan, execute, and optimize multi-channel demand generation campaigns across product lines and geographies to generate high-quality leads.
  • Collaborate with content, design, and digital marketing teams to create compelling and targeted campaign assets.

Lead Generation:

  • Implement lead generation programs to drive marketing-sourced pipeline for Sales.
  • Utilize both inbound and outbound marketing tactics to capture and nurture leads.
  • Inform the optimal lead scoring and routing approach to optimize quality of leads 

Analytics and Reporting:

  • Evolve our analytics and technology capabilities to support demand generation programs
  • Establish KPIs and metrics for demand generation initiatives in alignment with our Sales and Marketing teams.
  • Analyze campaign performance and provide insights for continuous improvement with support from our marketing and sales analytics teams.
  • Develop clear and succinct narratives that educates and engages senior leadership. 

Cross-functional Collaboration:

  • Partner with Product Marketing to prioritize target audiences & segments and tailor campaigns to effectively reach and engage them.
  • Collaborate with the sales team to understand lead quality and make data-driven adjustments to improve conversion rates.

Basic Qualifications

  • Demonstrated success in building and scaling a global demand generation function in the B2B SaaS industry.
  • 10+ years experience in a global demand generation leadership role with demonstrated ability to work effectively across sales, marketing, product and finance. 
  • Strong analytical skills and experience using data to make decisions and optimize campaign performance.
  • Excellent communication skills with ability to drive alignment among senior leadership while also being versed in the specifics to guide individual teams.
  • Well versed in effective demand generation tactics across channels
  • Strong business acumen with a proven ability to craft demand generation strategies that are in alignment with product roadmaps and marketing and sales strategy
  • Experience with Salesforce (SFDC)
  • Bachelor's degree in Marketing, Business, or a related field.

Preferred Qualifications

  • Experience standing up Demand Generation function
  • Experience establishing the right measurement & attribution frameworks to appropriately asses the effectiveness and efficiency of our demand generation programs
  • Bridging demand generation activities and self serve programs. (Product led Sales)
  • Experienced empathetic leader who is comfortable leading global teams (Geo’s and Time Zone)
  • Some knowledge of channel is a plus

Total Rewards

Dropbox takes a number of factors into account when determining individual starting pay, including job and level they are hired into, location/metropolitan area, skillset, and peer compensation.  We target most new hire offers between the minimum up to the middle of the range.

Salary/OTE is just one component of Dropbox’s total rewards package. All regular employees are also eligible for the corporate bonus program or a sales incentive (target included in OTE) as well as stock in the form of Restricted Stock Units (RSUs).

Current Salary/OTE Ranges (Subject to change):
• US Zone 1: $215,100 - $253,000 - $291,000.
• US Zone 2: $193,500 - $227,700 - $261,900.
• US Zone 3: $172,000 - $202,400 - $232,800.
Dropbox uses the zip code of an employee’s remote work location to determine which metropolitan pay range we use. Current US Zone locations are as follows:
• US Zone 1: San Francisco metro, New York City metro, or Seattle metro
• US Zone 2: Austin (TX) metro, Chicago metro, California (outside SF metro), Colorado, Connecticut (outside NYC metro), Delaware, Massachusetts, New Hampshire, New York (outside NYC metro), Oregon, Pennsylvania (outside NYC or DC metro), Washington (outside Seattle metro), Washington DC metro and West Virginia (DC metro)
• US Zone 3: All other US locations


Dropbox is committed to investing in the holistic health and wellbeing of all Dropboxers and their families. Our benefits and perks programs include, but are not limited to: 

  • Competitive medical, dental and vision coverage
  • (US Only) Competitive 401(k) Plan with a generous company match and immediate vesting
  • Flexible Time Off/Paid Time Off, paid holidays, Volunteer time off and more
  • Protection Plans including; Life Insurance, Disability Insurance and Travel benefit plans
  • Perks Allowance to be used on what matters most to you, whether that’s wellness, learning and development, food & groceries, and much more
  • Parental benefits including; Parental Leave, Child and Adult Care, Day Care FSA (US Only), Fertility Benefits (US Only), Adoption and Surrogacy support and Lactation Support  

Mental Health and Wellness benefits Free Dropbox space for your friends and family 

Additional benefits details are available upon request.

Dropbox is an equal opportunity employer. We are a welcoming place for everyone, and we do our best to make sure all people feel supported and connected at work. A big part of that effort is our support for members and allies of internal groups like Asians at Dropbox, BlackDropboxers, Latinx, Pridebox (LGBTQ), Vets at Dropbox, Women at Dropbox, ATX Diversity (based in Austin, Texas) and the Dropbox Empowerment Network (based in Dublin, Ireland).