Director - Demand Generation

Role Description

We’re looking for an experienced and passionate Director of Demand Generation to join our growing Marketing team. In this role you will lead a global team in driving pipeline and revenue growth through best-in-class demand generation tactics, campaigns, execution and measurement. You will partner with Sales, Marketing Ops, Sales Ops, and Product Marketing to set the vision for compelling multi-year demand generation strategies, content and other offerings mapped to key buyer personas across their lifecycle including acquisition, retention and expansion. 

You will be the single threaded owner of marketing sourced pipeline within marketing for Dropbox and be responsible for leading the strategy and execution of all demand generation related programs which include (but not limited to) in-person and virtual events, paid social, content syndication, and lifecycle marketing programs with the goal of increasing market awareness and generating demand to accelerate pipeline and sales growth. You thrive in a fast paced environment with a passion for testing, learning and iterating. You are data-driven with deep expertise in measuring, tracking and reporting on demand generation programs.

Responsibilities

Strategy Development and Campaign Management:

• Develop and implement a multi year demand generation strategy aligned with overall marketing and business objectives.

• Plan, execute, and optimize multi-channel demand generation campaigns across product lines and geographies to generate high-quality leads.

• Collaborate with content, design, and digital marketing teams to create compelling and targeted campaign assets.

Lead Generation:

• Implement lead generation programs to drive marketing-sourced pipeline for Sales.

• Utilize both inbound and outbound marketing tactics to capture and nurture leads.

• Inform the optimal lead scoring and routing approach to optimize quality of leads 

Analytics and Reporting:

• Evolve our analytics and technology capabilities to support demand generation programs

• Establish KPIs and metrics for demand generation initiatives in alignment with our Sales and Marketing teams.

• Analyze campaign performance and provide insights for continuous improvement with support from our marketing and sales analytics teams.

• Develop clear and succinct narratives that educates and engages senior leadership. 

Cross-functional Collaboration:

• Partner with Product Marketing to prioritize target audiences & segments and tailor campaigns to effectively reach and engage them.

• Collaborate with the sales team to understand lead quality and make data-driven adjustments to improve conversion rates.

Basic Qualifications

• Demonstrated success in building and scaling a global demand generation function in the B2B SaaS industry.

• 10+ years experience in a global demand generation leadership role with demonstrated ability to work effectively across sales, marketing, product and finance. 

• Strong analytical skills and experience using data to make decisions and optimize campaign performance.

• Excellent communication skills with ability to drive alignment among senior leadership while also being versed in the specifics to guide individual teams.

• Well versed in effective demand generation tactics across channels

• Strong business acumen with a proven ability to craft demand generation strategies that are in alignment with product roadmaps and marketing and sales strategy

• Experience with Salesforce (SFDC)

• Bachelor's degree in Marketing, Business, or a related field.

Preferred Qualifications

• Experience standing up Demand Generation function

• Experience establishing the right measurement & attribution frameworks to appropriately asses the effectiveness and efficiency of our demand generation programs

• Bridging demand generation activities and self serve programs. (Product led Sales)

• Experienced empathetic leader who is comfortable leading global teams (Geo’s and Time Zone)

• Some knowledge of channel is a plus

Total Rewards

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.

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).

Current Salary/OTE Ranges (Subject to change): • US Zone 1: $215,100 - $253,000 - $291,000. • US Zone 2: $193,500 - $227,700 - $261,900. • US Zone 3: $172,000 - $202,400 - $232,800.   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: Austin (TX) metro, Chicago metro, California (outside SF metro), Colorado, Connecticut (outside NYC metro), Delaware, Massachusetts, New Hampshire, New York (outside NYC metro), Oregon, Pennsylvania (outside NYC or DC metro), Washington (outside Seattle metro), Washington DC metro and West Virginia (DC metro) • US Zone 3: All other US locations