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).
- 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.
- 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.
- 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.
- 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.
- 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.
- 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 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.
- Experience managing large global media budgets
- ($50M+)
- and complex agency/partner ecosystems.
- Strong familiarity with modern MarTech and AdTech stacks, including Customer Data Platforms
- (CDPs),
- marketing automation, multi-touch attribution tools, and data privacy governance.
- Demonstrated success scaling acquisition efficiency
- (payback
- periods, LTV:CAC ratios) without sacrificing brand integrity.
- 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-m
- arket and enterprise expansion.
- Compensation
- US Zone 1
- $275,400
- $372,600 USD
- US Zone 2
- $247,900
- $335,300 USD
- US Zone 3
- $220,300
- $298,100 USD
