Director, Pricing and Packaging

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 more than 2,000 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 flexibility 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.

Team Description

The Dropbox Marketing Team shows the world how Dropbox makes work better. We're storytellers and strategists, exploring new ways to connect our products with the people who need them. From product launches to campaign strategy, positioning to digital marketing, we blend creativity with data-driven insights to build our brand and grow our impact. Working across disciplines, you will tap into your own inventiveness while collaborating with teams throughout the organization, including Product, Sales and Engineering. If you're excited about translating complex technologies into engaging narratives and shaping how the world understands and experiences Dropbox, join our Marketing team. Areas of work include Digital Marketing, Brand Strategy, Content Marketing, Product Marketing, Campaign Marketing, SaaS Marketing, Growth Marketing, Marketing Operations, and Customer Insights.

Role Description

We are seeking a strategic and experienced leader to join us as Senior Manager of Pricing and Packaging. This role will drive the development and execution of pricing and packaging strategies that accelerate growth across a multi-product portfolio and align with a sales-led go-to-market (GTM) motion. You will play a critical role in shaping the company’s monetization strategies, leveraging your expertise in multi-product environments and sales-led models to deliver exceptional results.

Responsibilities

• Strategic Leadership: Develop and implement a cohesive company-level pricing and packaging strategy, ensuring alignment with a sales-led GTM motion and multi-product offerings.
• Revenue Acceleration: Drive revenue growth through innovative pricing models, bundling strategies, and tailored approaches for different customer segments, considering the nuances of multi-product environments.
• Customer Insights: Lead customer research initiatives, including quantitative pricing studies (e.g., conjoint analysis, Van Westendorp), and leverage insights to shape strategies that address customer needs and purchasing behavior in sales-led engagements.
• Data-Driven Decision-Making: Analyze customer, usage, transaction, and market data to identify key trends, inform strategic decisions, and deliver actionable insights to the executive team.
• Cross-Functional Collaboration: Partner with Sales, Product, Product Marketing, Finance, Sales Operations and Executive teams to ensure pricing and packaging strategies are operationally executable and aligned with broader business goals.
• Executive Influence: Present recommendations to senior leadership, driving alignment and gaining buy-in for strategies that impact revenue growth and customer satisfaction.

Requirements

• 8+ years of experience in the technology industry, with a focus on Pricing & Packaging, Monetization, Business Planning, Product Marketing, or Corporate Strategy.
• 2+ years leading pricing and packaging initiatives in multi-product organizations with a sales-led GTM motion.
• Proven success designing and executing monetization strategies that scale in sales-driven and multi-product settings.
• Strong understanding of pricing frameworks and methodologies, including tiered models, value-based pricing, and usage-based approaches for complex product portfolios.
• Advanced analytical skills with experience synthesizing large datasets into actionable strategies.
• Familiarity with segmentation, predictive analytics, and sales enablement metrics.
• Demonstrated ability to incorporate customer research into monetization strategies tailored to sales-led customer journeys.
• Deep understanding of sales cycles and how pricing influences decision-making across deal stages.
• Strong collaboration skills with experience leading cross-functional initiatives that require alignment across Sales, Product, and Marketing.
• Exceptional communication and presentation skills, with a proven ability to influence senior executives.

Preferred Qualifications

• Bachelor’s degree in business, economics, or related quantitative disciplines; MBA preferred.
• Expertise in balancing customer acquisition, expansion, and retention in sales-led contexts.

Compensation

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.