Head of Product-Led Growth Marketing at Dropbox

<h2 class="p1"><span class="s1">Role Description</span></h2> <p><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu">We are seeking a </span><span class="highlight author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu" data-highlight-color="#F7CC62">Senior Director of Product-Led Growth</span> <span class="highlight author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu h-lparen" data-highlight-color="#F7CC62">(PLG)</span><span class="highlight author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu" data-highlight-color="#F7CC62"> Marketing to own marketing’s contribution to our self-serve revenue line. This high-impact leader will hold P&amp;L responsibility for our PLG marketing initiatives, orchestrating the end-to-end customer lifecycle from initial acquisition and activation to expansion and retention.</span></p> <p><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu">In this role, you will </span><span class="highlight author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu" data-highlight-color="#F7CC62">lead and scale Dropbox’s global digital marketing functions, including Paid Media</span> <span class="highlight author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu h-lparen" data-highlight-color="#F7CC62">(Brand</span><span class="highlight author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu" data-highlight-color="#F7CC62"> &amp; Performance), SEO/GEO, Web Strategy, and Lifecycle Marketing.</span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu">&nbsp;</span></p> <p><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu">The ideal candidate is a deeply analytical, growth-minded leader who can seamlessly bridge data-driven performance marketing with brand storytelling, collaborating closely with Product, Analytics, Sales, and Brand teams to optimize user journeys across Brand, PLG, and Sales-Led Growth</span> <span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu h-lparen">(SLG)</span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu"> motions. This includes engineering the data foundations and trigger mechanisms to identify enterprise-ready accounts within our self-serve base and seamlessly routing them to our Sales and Field Marketing teams.</span></p> <h2 class="p1"><span class="s1">Responsibilities</span></h2> <ul> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu"><strong>P&amp;L</strong> <strong>Ownership:</strong></span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu"> Drive the strategic vision and financial accountability for Dropbox’s PLG marketing revenue, maximizing customer lifetime value</span> <span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu h-lparen">(LTV)</span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu"> while managing efficient customer acquisition costs</span> <span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu h-lparen">(CAC).</span></li> <li> <p><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu"><strong>Paid Media Strategy:</strong></span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu"> Oversee global paid media budgets across performance and brand channels. Deliver aligned Statements of Work</span> <span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu h-lparen">(SOW)</span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu"> to support Brand and Field Marketing while relentlessly optimizing self-serve user acquisition.</span></p> </li> <li> <p><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu"><strong>Lifecycle &amp; Retention Marketing:</strong></span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu"> Own the global lifecycle marketing strategy</span> <span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu h-lparen">(email,</span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu"> in-product, push) to accelerate user activation, habit formation, premium upgrades, and long-term retention.</span></p> </li> <li> <p><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu"><strong>Web &amp; Search Optimization:</strong></span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu"> Lead SEO/GEO</span> <span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu h-lparen">(Generative</span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu"> Engine Optimization) and Web properties to drive high-quality organic traffic, continuous conversion rate optimization</span> <span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu h-lparen">(CRO),</span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu"> and deep user engagement.</span></p> </li> <li> <p><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu"><strong>Cross-Functional Orchestration &amp; PQL Pipeline:</strong></span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu"> Partner deeply with Product, Engineering, and Data Analytics to build seamless growth loops. Collaborate directly with the Field Marketing and Sales organizations to define Product Qualified Lead</span> <span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu h-lparen">(PQL)</span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu"> criteria, ensuring high-potential self-serve accounts are efficiently surfaced for enterprise ABM targeting and sales outbound execution.</span></p> </li> <li> <p><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu"><strong>Data &amp; Experimentation Culture:</strong></span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu"> Establish a rigorous culture of experimentation</span> <span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu h-lparen">(A/B</span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu"> testing, incrementality testing) and leverage advanced analytics to continuously optimize the customer journey and campaign ROI.</span></p> </li> <li> <p><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu"><strong>Team Leadership:</strong></span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu"> Lead, mentor, and scale a world-class, diverse team of digital marketers, fostering a culture of excellence, psychological safety, and continuous learning.</span></p> </li> </ul> <h2><span class="s1">Requirements</span></h2> <ul> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu"><strong>10+ years</strong></span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu"> of digital marketing experience with increasing scope and leadership responsibility, ideally spanning high-growth B2B SaaS and/or scale B2C environments.</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu"><strong>5+ years</strong></span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu"> of experience directly managing and scaling multi-disciplinary teams, including hiring, coaching, performance management, and organizational design.</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu"><strong>Deep Media Expertise:</strong></span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu"> Proven track record of managing large-scale paid media programs</span> <span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu h-lparen">(search,</span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu"> social, video, display) that simultaneously drive brand equity and measurable self-serve acquisition.</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu"><strong>Advanced Lifecycle Mastery:</strong></span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu"> Proven success leading complex lifecycle programs using sophisticated segmentation, personalization, and cross-channel orchestration</span> <span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu h-lparen">(email,</span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu"> in-app, push).</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu"><strong>Analytical Rigor:</strong></span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu"> Deep comfort with complex attribution models, incrementality testing, Media Mix Modeling</span> <span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu h-lparen">(MMM),</span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu"> and translating complex performance data into crisp, executive-ready narratives.</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu"><strong>Stakeholder Management:</strong></span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu"> Exceptional communication and collaboration skills, with a proven ability to align creative, product, sales, finance, and data teams around shared revenue goals.</span></li> </ul> <h2>Preferred Qualifications</h2> <ul class="listtype-indent listindent1 list-indent1" data-testid="indent-list" data-test-indentation="1"> <li> <p><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu"><strong>Hybrid GTM Experience:</strong></span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu"> Proven success operating in a hybrid GTM model, with a track record of leveraging product usage data to fuel enterprise sales pipelines and account-based marketing</span> <span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu h-lparen">(ABM)</span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu"> strategies.</span></p> </li> </ul> <ul class="listtype-indent listindent1 list-indent1" data-testid="indent-list" data-test-indentation="1"> <li> <p><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu">Experience managing large global media budgets</span> <span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu h-lparen">($50M+)</span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu"> and complex agency/partner ecosystems.</span></p> </li> </ul> <ul class="listtype-indent listindent1 list-indent1" data-testid="indent-list" data-test-indentation="1"> <li> <p><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu">Strong familiarity with modern MarTech and AdTech stacks, including Customer Data Platforms</span> <span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu h-lparen">(CDPs),</span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu"> marketing automation, multi-touch attribution tools, and data privacy governance.</span></p> </li> </ul> <ul class="listtype-indent listindent1 list-indent1" data-testid="indent-list" data-test-indentation="1"> <li> <p><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu">Demonstrated success scaling acquisition efficiency</span> <span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu h-lparen">(payback</span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu"> periods, LTV:CAC ratios) without sacrificing brand integrity.</span></p> </li> </ul> <ul class="listtype-indent listindent1 list-indent1" data-testid="indent-list" data-test-indentation="1"> <li> <p><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu">Experience navigating modern measurement challenges, including privacy changes</span> <span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu h-lparen">(iOS/ATT),</span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu"> cookie deprecation, and first-party data strategies.</span></p> </li> </ul> <ul class="listtype-indent listindent1 list-indent1" data-testid="indent-list" data-test-indentation="1"> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu">Experience with multi-segment marketing, ranging from individual consumers and SMBs to mid-m</span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85z94kqu9xz70zz67zz77zi4z82zl8u73z66zxz66zz76zyz85ziz80zsz83zu">arket and enterprise expansion.</span></li> </ul> <h2 data-usually-unique-id="044234883370604133046166"><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qowz81zqz90zkz74zz76zeez80zz68zz89zz88zvqz86zuxlz73zexxz80zz73z6d6z72zz79zsz77z">Compensation</span></h2><div class="content-pay-transparency"><div class="pay-input"><div class="title">US Zone 1</div><div class="pay-range"><span>$275,400</span><span class="divider">&mdash;</span><span>$372,600 USD</span></div></div><div class="pay-input"><div class="title">US Zone 2</div><div class="pay-range"><span>$247,900</span><span class="divider">&mdash;</span><span>$335,300 USD</span></div></div><div class="pay-input"><div class="title">US Zone 3</div><div class="pay-range"><span>$220,300</span><span class="divider">&mdash;</span><span>$298,100 USD</span></div></div></div>