GTM Program Manager

Dropbox is a Virtual First company. For this role, we are hiring in Zones 2 and 3. Zones are determined by your zip code; if you’re within 100 miles of a listed metro area (straight-line radius), you’re included in that Zone. Please check your Zone in the Compensation section below.


Role Description


As a GTM Program Manager focused on the GTM organization, you will turn revenue-driving strategies into operational execution. You will play a crucial role in translating business priorities into the systems, processes, and business rules needed to bring new commercial initiatives to life and scale existing motions.


You will lead cross-functional planning, define business requirements, align stakeholders, and drive delivery with business and technical partners. Your work will connect teams across the customer lifecycle, ensure operational readiness, and measure whether implemented solutions achieve their intended business outcomes.


You will play a crucial part in helping the organization deliver on its growth strategy. You’ll build partnerships across GTM functions and see the direct impact of your work on revenue execution and the customer and seller experience.


Responsibilities

• Translate strategy into execution: Turn revenue-driving strategies into actionable plans across GTM systems, processes, and business rules.
• Define business requirements: Collaborate with stakeholders to understand business needs, document requirements, and establish clear success criteria.
• Lead cross-functional delivery: Manage programs from discovery through implementation, coordinating scope, timelines, dependencies, and accountable owners.
• Drive solution development: Partner with business and technical teams to evaluate options, resolve gaps, and implement scalable solutions.
• Align stakeholders and decisions: Facilitate discussions, clarify tradeoffs, and drive agreement on priorities, ownership, and outstanding decisions.
• Ensure operational readiness: Coordinate testing, documentation, and change management to support successful launches and adoption.
• Measure outcomes and improve: Track results against business objectives, identify operational gaps, and drive improvements to execution and the customer and seller experience.

Requirements

• At least 3 years of overall professional experience.
• 3+ years of experience in Product Operations, Revenue Operations, Sales Operations, Commercial Operations, Business Systems, or another role supporting complex cross-functional GTM initiatives.
• Experience working in a B2B SaaS or subscription-based business with multiple products, customer segments, or routes to market.
• Ability to translate ambiguous business needs into clear requirements, process workflows, and measurable success criteria.
• Experience partnering with technical and business teams to evaluate solutions, assess tradeoffs, and validate that changes meet business needs.
• Ability to identify root causes, use data to assess outcomes, and implement practical improvements that scale.
• Strong systems thinking, with the ability to understand how a change in one part of the commercial lifecycle can affect downstream processes, systems, data, and customer experiences.

Preferred Qualifications

• Experience with Salesforce, CPQ, billing, commerce, provisioning, entitlement, or other systems supporting the quote-to-cash/customer lifecycle.
• Understanding of the customer lifecycle and how systems, processes, data, and business rules support commercial execution.
• Familiarity with automation and AI capabilities that can simplify requirements gathering, dependency management, testing, and operational readiness.

Durable Skills


Skills
AI fluency means using these tools to
*amplify*
human judgment, not replace it. We believe people with these skills will thrive as work and technology continue to evolve:

• Awareness: Understand yourself and others.
• Judgment: Evaluate information and make decisions in complex situations.
• Adaptability: Learn, adjust, and stay effective through change.
• Connection: Communicate, collaborate, and build trust.

To learn more about why these skills matter and what the data shows about thriving through change, read this blog post from our Chief People Officer, Melanie Rosenwasser.


Compensation
US Zone 1

This role is not available in Zone 1


US Zone 2

$126,200—$170,800 USD


US Zone 3

$112,200—$151,800 USD


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 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
Read more about our Benefits.


Dropbox isn’t just a workplace—it’s a living lab for designing a more enlightened way of working. We’re a global community of bold visionaries and resourceful doers shaping the future of Dropbox and, in turn, the future of work. Our Virtual First model combines the autonomy of a distributed workplace with the power of human connection, creating space for meaningful work and lasting relationships. With a startup mindset and enterprise-level opportunities, we expect Dropbox employees to think critically, stay curious, and use modern tools, including AI, to improve how work gets done. Here, you can be who you are and grow into who you’re meant to be. You own your impact, helping make work more intuitive, joyful, and human for yourself and hundreds of millions of people worldwide. If you’re ready to push boundaries and challenge yourself, Dropbox is ready for you.


Team Description
The Dropbox Business Strategy & Operations team unlocks the company's full potential by driving strategic initiatives and promoting operational excellence. We combine analytical rigor with creative problem-solving to tackle Dropbox’s biggest opportunities and challenges across all business functions. Partnering closely with Product, Engineering, Sales, Marketing, and Finance, we translate our strategic vision into actionable plans that foster growth, optimize performance, and facilitate informed decision-making. Our work shapes the future of Dropbox by leading cross-functional business planning, developing insights that guide corporate and business unit strategies, creating systems and processes that power scalable success. If you're passionate about strategic thinking, solving complex problems, and making an impact through collaboration, join our Business Strategy & Operations team.


Virtual First
Dropbox’s Virtual First way of working is designed to help people do their best work with flexibility, autonomy, and connection. Day to day, teams work remotely with nonlinear schedules and core collaboration hours that support deep focus and individual working styles. We prioritize asynchronous communication to improve clarity, respect deep work time, and reduce unnecessary meetings. While remote work is the primary experience for our employees, we also prioritize intentional, in-person connection. We bring teams together through regular team gatherings, on-demand workspaces, and Dropbox Neighborhood events in order to strengthen team cohesion, foster creativity, and enhance momentum. Virtual First is built to provide the same access to opportunity, growth, and impact for everyone, regardless of location.


This role requires travel to offsites and various other team gatherings (approximately 5-10% of the year or 2-3 days per quarter). We provide advance notice when possible and encourage candidates to discuss any accommodation needs during the interview process.


AI Fluency
AI fluency is a core part of how we work and grow. It’s not about being an expert—it’s about using these tools thoughtfully and effectively to improve your work and support others.


We Look For Four Key Behaviors In Candidates

• Ownership: You use AI responsibly by protecting data, applying sound judgment, and taking accountability for the quality and accuracy of your work.
• Experimentation: You explore new AI capabilities and apply them to improve workflows within approved tools and practices.
• Leverage: You use AI to enhance thinking, improve efficiency, and increase your impact and your team’s.
• Learning: You stay current on emerging AI tools and trends, continuously build your skills, and share what you learn with others.

Together, these behaviors help build a workforce where technology amplifies human judgment, creativity, and impact.


Dropbox supports responsible use of AI for preparation, but misrepresentation of skills or experience is not permitted. To learn more, see our approach to AI in hiring.


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.