GTM Strategy Partner
Reclaim.ai
PLEASE READ: Zones are based on your zip code. If you’re within 100 miles of a listed metro area (straight-line radius), you’re included in that Zone. For this role, we are hiring in Zones 2 and 3. Check your Zone here before applying.
Role Description
As a GTM Strategy Partner focused on the Managed Sales organization, you will run the engine room for strategy and insights that guide how Dropbox grows, defends, and acquires customers. You will play a crucial role in areas such as identifying growth opportunities, shaping the GTM strategies that land in the field and informing planning and targeting decisions. Your work will directly influence the iteration of Sales Plays, prioritisation frameworks, planning and forecasting and performance measurement
You will shape high impact decisions for GTM Leadership. You’ll get substantial senior leadership exposure, gain deep visibility into Dropbox’s commercial business, and play a central role in driving measurable revenue outcomes
You will be part of the GTM Strategy & Field Operations team, which is the programmatic GTM muscle for Dropbox Managed Sales. The team drives measurable revenue impact by creating strategy and bridging into repeatable field execution. This role partners closely with Sales, RevOps, Finance, Marketing, and Analytics to ensure strategy is sharp, data informed, and executable in the field.
Responsibilities
- Conduct structured, data driven analyses to identify growth opportunities, risks, ICP focus areas, and programmatic feedback loops
- Lead the insight and problem framing behind GTM decisions, including customer targeting, segmentation and prioritization
- Translate insights into clear executive-ready recommendations that shape GTM Strategy, Sales Plays, and investment decisions
- Design analytical frameworks, performance dashboards, and decision models (in partnership with Analytics teams)
- Provide Program Managers with strategic inputs required to design and iterate Sales Plays (the “what” and “why”)
- Act as a thought partner to sales and strategy leaders, stress testing assumptions and elevating insight-led perspectives
Requirements
- Bachelor or Master’s degree in business, finance, economics, statistics, or a related field
- Minimum of 7 years experience in management consulting, strategy, BizOps, or similar analytical roles
- Highly advanced skills in Sheets or Excel, and working proficiency in Tableau and SQL
- Proven ability to turn raw data into structured analyses, insights, and clear business recommendations
- Strong communication and executive storytelling skills, with experience preparing leadership-facing materials
- Demonstrated ability to work across complex cross functional environments and influence stakeholders
- Experience conducting opportunity sizing, funnel analysis, or coverage design
- Ability to operate with high ownership, navigate ambiguity, and drive clarity in evolving environments
- Experience working in GTM strategy, RevOps, or Sales Programs within a SaaS environment
Preferred Qualifications
- Familiarity with propensity modeling, customer scoring, or advanced analytical frameworks
- Background in developing programmatic GTM motions and Sales Plays
- Understanding of the AI market, AI product adoption patterns, or AI-led GTM
- Experience partnering with Field organizations (Sales, Customer Success, Field Marketing)
Compensation
US Zone 1
This role is not available in Zone 1
The range(s) listed above is the expected annual salary/OTE (On-Target Earnings) for this role, subject to change.
Please note, OTE are for sales roles only.
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).
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.
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: California (outside SF metro), Colorado, Connecticut (outside NYC metro), Delaware, Illinois (Chicago metro), Indiana (Chicago metro), Maryland, Massachusetts, Michigan (Chicago metro), New Hampshire, New Jersey (outside NYC metro), New York (outside NYC metro), Oregon, Pennsylvania (D.C. metro), Pennsylvania (outside NYC or DC metro), Texas (Austin metro) Virginia (DC metro), Washington (outside Seattle metro), Washington DC metro, West Virginia (DC metro), Wisconsin (Chicago metro)
• US Zone 3: All other US locations
Company Description
Dropbox isn’t just a workplace—it’s a living lab for more enlightened ways of working. We're a global community of bold visionaries and resourceful doers who are shaping the future of Dropbox—and with it the future of work. Our Virtual First model combines the autonomy of a distributed workplace with the power of human connection, making space for both meaningful work and meaningful relationships. With our start-up mindset and enterprise-level opportunities, you can be who you are and grow into who you’re meant to be. Here, you can own your impact to make work more intuitive, joyful, and human—for you as a Dropboxer and for hundreds of millions of people worldwide. If you're ready to push boundaries—and yourself— Dropbox is ready for you.
Benefits
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
- 401(k) plan with a generous company match and immediate vesting
- Flexible PTO/Paid Time Off, paid holidays, Volunteer Time Off, and more, allowing you time to unplug, unwind, and refresh
- Income Protection Plans: Life and disability insurance
- Business Travel Protection: Travel medical and accident insurance
- Perks Allowance to be used on what matters most to you, whether that’s wellness, learning and development, food and groceries, and much more
- Parental benefits including: Parental Leave, Child and Adult Care, Day Care FSA, Fertility Benefits, Adoption and Surrogacy Support, and Lactation Support
- Access to over 10,000 global co-working spaces through Gable.to, making it easy to book flexible workspaces for collaboration or individual work
- Quarterly Cell phone and internet allowance
- Mental health and wellness benefits
- Disability and neurodivergence support benefits
Additional benefit details are available upon request.
Dropbox supports responsible use of AI for preparation, but misrepresentation of skills or experience is not permitted. See our AI philosophy.