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Role Description
We are seeking a Senior Director of Product-Led Growth (PLG) Marketing to own marketing’s contribution to our self-serve revenue line. This high-impact leader will hold P&L responsibility for our PLG marketing initiatives, orchestrating the end-to-end customer lifecycle from initial acquisition and activation to expansion and retention.
In this role, you will lead and scale Dropbox’s global digital marketing functions, including Paid Media (Brand & Performance), SEO/GEO, Web Strategy, and Lifecycle Marketing.
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 (SLG) 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.
Responsibilities
- P&L Ownership: Drive the strategic vision and financial accountability for Dropbox’s PLG marketing revenue, maximizing customer lifetime value (LTV) while managing efficient customer acquisition costs (CAC).
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Paid Media Strategy: Oversee global paid media budgets across performance and brand channels. Deliver aligned Statements of Work (SOW) to support Brand and Field Marketing while relentlessly optimizing self-serve user acquisition.
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Lifecycle & Retention Marketing: Own the global lifecycle marketing strategy (email, in-product, push) to accelerate user activation, habit formation, premium upgrades, and long-term retention.
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Web & Search Optimization: Lead SEO/GEO (Generative Engine Optimization) and Web properties to drive high-quality organic traffic, continuous conversion rate optimization (CRO), and deep user engagement.
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Cross-Functional Orchestration & PQL Pipeline: 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 (PQL) criteria, ensuring high-potential self-serve accounts are efficiently surfaced for enterprise ABM targeting and sales outbound execution.
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Data & Experimentation Culture: Establish a rigorous culture of experimentation (A/B testing, incrementality testing) and leverage advanced analytics to continuously optimize the customer journey and campaign ROI.
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Team Leadership: Lead, mentor, and scale a world-class, diverse team of digital marketers, fostering a culture of excellence, psychological safety, and continuous learning.
Requirements
- 10+ years of digital marketing experience with increasing scope and leadership responsibility, ideally spanning high-growth B2B SaaS and/or scale B2C environments.
- 5+ years of experience directly managing and scaling multi-disciplinary teams, including hiring, coaching, performance management, and organizational design.
- Deep Media Expertise: Proven track record of managing large-scale paid media programs (search, social, video, display) that simultaneously drive brand equity and measurable self-serve acquisition.
- Advanced Lifecycle Mastery: Proven success leading complex lifecycle programs using sophisticated segmentation, personalization, and cross-channel orchestration (email, in-app, push).
- Analytical Rigor: Deep comfort with complex attribution models, incrementality testing, Media Mix Modeling (MMM), and translating complex performance data into crisp, executive-ready narratives.
- Stakeholder Management: Exceptional communication and collaboration skills, with a proven ability to align creative, product, sales, finance, and data teams around shared revenue goals.
Preferred Qualifications
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Hybrid GTM Experience: 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 (ABM) strategies.
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Experience managing large global media budgets ($50M+) and complex agency/partner ecosystems.
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Strong familiarity with modern MarTech and AdTech stacks, including Customer Data Platforms (CDPs), marketing automation, multi-touch attribution tools, and data privacy governance.
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Demonstrated success scaling acquisition efficiency (payback periods, LTV:CAC ratios) without sacrificing brand integrity.
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Experience navigating modern measurement challenges, including privacy changes (iOS/ATT), cookie deprecation, and first-party data strategies.
- Experience with multi-segment marketing, ranging from individual consumers and SMBs to mid-market and enterprise expansion.
