Director, GTM Business Systems

Job description

<h2 class="p1"><span class="s1">Role Description</span></h2> <p>As the Director, GTM Systems, you will lead the team responsible for translating business strategy into scalable platform capabilities across Dropbox's go-to-market organization. You will own the business management of our GTM platform portfolio, ensuring the systems that power Marketing, Sales, Customer Success, and Support evolve in lockstep with the needs of the business.</p> <p>Leading a team of embedded Business Platform Partners and Platform Administrators, you will serve as the primary bridge between business stakeholders and technical delivery teams. Your organization will partner closely with Revenue Operations, GTM Engineering, Technical Architecture, Marketing Operations, AI Strategy, and functional leaders to prioritize investments, shape platform roadmaps, govern change, and drive successful adoption of new capabilities.<br>Rather than owning engineering delivery or day-to-day revenue operations, you will own the business lifecycle of our GTM platforms, from identifying opportunities and defining requirements through implementation, adoption, and continuous improvement. Success in this role requires strong systems thinking, exceptional cross-functional leadership, and the ability to balance strategic transformation with operational excellence.</p> <h2 class="p1"><span class="s1">Responsibilities</span></h2> <ul> <li>Own the business roadmap for the GTM platform portfolio across Marketing, Sales, Customer Success, and Support.</li> <li>Translate business priorities into platform capabilities that improve productivity, customer experience, and operational scalability.</li> <li>Balance enhancements, technical debt, vendor capabilities, compliance needs, and long-term platform evolution.</li> <li>Partner with Revenue Operations and business leaders to ensure platform investments align with evolving commercial priorities.</li> <li>Standardize AI-assisted requirements development and workflow analysis.</li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qoxwovoz80zfz73zz75zz76zbexz75zhz122zz71zyolz72zbfz82zz76z87z90zez72zuz65z">Build and lead a team of Business Platform Partners embedded within Marketing, Sales, and Customer Success & Support.</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qoxwovoz80zfz73zz75zz76zbexz75zhz122zz71zyolz72zbfz82zz76z87z90zez72zuz65z">Establish deep partnerships with business leaders to understand priorities, shape requirements, and continuously improve platform capabilities.</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qoxwovoz80zfz73zz75zz76zbexz75zhz122zz71zyolz72zbfz82zz76z87z90zez72zuz65z">Ensure platform decisions are grounded in business value and aligned across functions.</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qoxwovoz80zfz73zz75zz76zbexz75zhz122zz71zyolz72zbfz82zz76z87z90zez72zuz65z">Foster a product mindset focused on delivering measurable business outcomes rather than individual system enhancements.</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qoxwovoz80zfz73zz75zz76zbexz75zhz122zz71zyolz72zbfz82zz76z87z90zez72zuz65z">Establish governance processes that evaluate, prioritize, and sequence platform investments across the GTM ecosystem.</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qoxwovoz80zfz73zz75zz76zbexz75zhz122zz71zyolz72zbfz82zz76z87z90zez72zuz65z">Lead cross-functional prioritization across Revenue Operations, GTM Technology, Technical Architecture, Engineering, Analytics, Enablement, Finance, and Legal.</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qoxwovoz80zfz73zz75zz76zbexz75zhz122zz71zyolz72zbfz82zz76z87z90zez72zuz65z">Ensure platform requests are evaluated holistically across customer journeys rather than individual systems.</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qoxwovoz80zfz73zz75zz76zbexz75zhz122zz71zyolz72zbfz82zz76z87z90zez72zuz65z">Maintain a healthy portfolio of strategic initiatives, continuous improvements, and operational enhancements.</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qoxwovoz80zfz73zz75zz76zbexz75zhz122zz71zyolz72zbfz82zz76z87z90zez72zuz65z">Lead execution of complex platform initiatives that span multiple business functions and technologies.</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qoxwovoz80zfz73zz75zz76zbexz75zhz122zz71zyolz72zbfz82zz76z87z90zez72zuz65z">Coordinate delivery across engineering, architecture, operations, and business stakeholders.</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qoxwovoz80zfz73zz75zz76zbexz75zhz122zz71zyolz72zbfz82zz76z87z90zez72zuz65z">Ensure new capabilities are successfully implemented, adopted, and measured against expected business outcomes.</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qoxwovoz80zfz73zz75zz76zbexz75zhz122zz71zyolz72zbfz82zz76z87z90zez72zuz65z">Remove organizational friction that slows execution or creates inconsistent user experiences.</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qoxwovoz80zfz73zz75zz76zbexz75zhz122zz71zyolz72zbfz82zz76z87z90zez72zuz65z">Lead the Platform Administration organization responsible for configuration, administration, release readiness, and ongoing health of core GTM platforms.</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qoxwovoz80zfz73zz75zz76zbexz75zhz122zz71zyolz72zbfz82zz76z87z90zez72zuz65z">Establish standards for platform quality, governance, documentation, and operational excellence.</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qoxwovoz80zfz73zz75zz76zbexz75zhz122zz71zyolz72zbfz82zz76z87z90zez72zuz65z">Ensure platform configurations remain scalable, maintainable, and aligned with architectural standards.</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qoxwovoz80zfz73zz75zz76zbexz75zhz122zz71zyolz72zbfz82zz76z87z90zez72zuz65z">Partner with GTM Engineering and Technical Architecture to balance configuration, customization, and long-term maintainability.</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qoxwovoz80zfz73zz75zz76zbexz75zhz122zz71zyolz72zbfz82zz76z87z90zez72zuz65z">Expand AI-assisted platform administration, issue triage, and documentation.</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qoxwovoz80zfz73zz75zz76zbexz75zhz122zz71zyolz72zbfz82zz76z87z90zez72zuz65z">Define success metrics for new platform capabilities and measure business outcomes following deployment.</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qoxwovoz80zfz73zz75zz76zbexz75zhz122zz71zyolz72zbfz82zz76z87z90zez72zuz65z">Partner with Enablement to ensure new capabilities are successfully adopted across GTM teams.</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qoxwovoz80zfz73zz75zz76zbexz75zhz122zz71zyolz72zbfz82zz76z87z90zez72zuz65z">Establish feedback loops that continuously improve workflows, simplify user experiences, and reduce manual effort.</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qoxwovoz80zfz73zz75zz76zbexz75zhz122zz71zyolz72zbfz82zz76z87z90zez72zuz65z">Promote standardization and reuse of capabilities across the GTM platform ecosystem.</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qoxwovoz80zfz73zz75zz76zbexz75zhz122zz71zyolz72zbfz82zz76z87z90zez72zuz65z">Build AI fluency and adoption expectations across the team.</span></li> </ul> <h2 class="p1"><span class="s1">Requirements</span></h2> <ul> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qoxwovoz80zfz73zz75zz76zbexz75zhz122zz71zyolz72zbfz82zz76z87z90zez72zuz65z">10+ years of experience leading business systems, platform management, product management, business transformation, or GTM technology organizations.</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qoxwovoz80zfz73zz75zz76zbexz75zhz122zz71zyolz72zbfz82zz76z87z90zez72zuz65z">Experience managing enterprise GTM platforms such as Salesforce, CPQ, Marketo, Zendesk, Planhat, Outreach, Clari, or similar technologies.</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qoxwovoz80zfz73zz75zz76zbexz75zhz122zz71zyolz72zbfz82zz76z87z90zez72zuz65z">Proven experience leading cross-functional teams responsible for platform strategy, business process improvement, or enterprise transformation.</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qoxwovoz80zfz73zz75zz76zbexz75zhz122zz71zyolz72zbfz82zz76z87z90zez72zuz65z">Demonstrated ability to translate business strategy into scalable technology capabilities.</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qoxwovoz80zfz73zz75zz76zbexz75zhz122zz71zyolz72zbfz82zz76z87z90zez72zuz65z">Experience leading platform governance, roadmap prioritization, and business stakeholder management across multiple functions.</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qoxwovoz80zfz73zz75zz76zbexz75zhz122zz71zyolz72zbfz82zz76z87z90zez72zuz65z">Strong understanding of commercial business processes spanning Marketing, Sales, Customer Success, and Support.</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qoxwovoz80zfz73zz75zz76zbexz75zhz122zz71zyolz72zbfz82zz76z87z90zez72zuz65z">Experience partnering closely with engineering and technical architecture teams to deliver complex technology initiatives.</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qoxwovoz80zfz73zz75zz76zbexz75zhz122zz71zyolz72zbfz82zz76z87z90zez72zuz65z">Exceptional communication and executive stakeholder management skills.</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qoxwovoz80zfz73zz75zz76zbexz75zhz122zz71zyolz72zbfz82zz76z87z90zez72zuz65z">Demonstrated ability to lead organizational change and platform adoption at scale.</span></li> </ul> <h2>Preferred Qualifications</h2> <ul> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qoxwovoz80zfz73zz75zz76zbexz75zhz122zz71zyolz72zbfz82zz76z87z90zez72zuz65z">Experience operating within a hybrid product-led growth</span> <span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qoxwovoz80zfz73zz75zz76zbexz75zhz122zz71zyolz72zbfz82zz76z87z90zez72zuz65z h-lparen">(PLG)</span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qoxwovoz80zfz73zz75zz76zbexz75zhz122zz71zyolz72zbfz82zz76z87z90zez72zuz65z"> and sales-led GTM organization.</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qoxwovoz80zfz73zz75zz76zbexz75zhz122zz71zyolz72zbfz82zz76z87z90zez72zuz65z">Experience leading platform modernization or enterprise digital transformation initiatives.</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qoxwovoz80zfz73zz75zz76zbexz75zhz122zz71zyolz72zbfz82zz76z87z90zez72zuz65z">Experience managing platform administration or business systems teams.</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qoxwovoz80zfz73zz75zz76zbexz75zhz122zz71zyolz72zbfz82zz76z87z90zez72zuz65z">Familiarity with AI-enabled business workflows, automation platforms, and intelligent process orchestration.</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qoxwovoz80zfz73zz75zz76zbexz75zhz122zz71zyolz72zbfz82zz76z87z90zez72zuz65z">Experience driving platform consolidation and simplification across complex technology ecosystems.</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qoxwovoz80zfz73zz75zz76zbexz75zhz122zz71zyolz72zbfz82zz76z87z90zez72zuz65z">Experience leveraging AI-assisted tools to accelerate platform management, prioritization, analysis, or business process improvement.</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qoxwovoz80zfz73zz75zz76zbexz75zhz122zz71zyolz72zbfz82zz76z87z90zez72zuz65z">Experience working in high-growth SaaS environments supporting global commercial organizations.</span></li> </ul> <h2><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qowz81zz86z7z65z9wz73z7z75z6emz81zz70z4oz65zrz86z4dnz72ztz67zvoz67zl91">Durable Skills</span></h2> <p><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zdz87z113tz83zz67z5n8qpz80zpz89zoz69zcz76zz87zz88zz88z5gsnz85zu">AI fluency means using these tools to </span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zdz87z113tz83zz67z5n8qpz80zpz89zoz69zcz76zz87zz88zz88z5gsnz85zu"><em>amplify</em></span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zdz87z113tz83zz67z5n8qpz80zpz89zoz69zcz76zz87zz88zz88z5gsnz85zu"> human judgment, not replace it. We believe people with these skills will thrive as work and technology</span> <span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zdz87z113tz83zz67z5n8qpz80zpz89zoz69zcz76zz87zz88zz88z5gsnz85zu">continue to evolve:</span></p> <ul class="listtype-bullet listindent1 list-bullet1" data-testid="bullet-list" data-test-indentation="1"> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zdz87z113tz83zz67z5n8qpz80zpz89zoz69zcz76zz87zz88zz88z5gsnz85zu"><strong>Awareness:</strong></span> <span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotv4sz81zsz68zwz85z3z78zbz88z2z76zpz74z2v1z75zz67zz85zjlvz122zz122z6oaz84z">U</span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zdz87z113tz83zz67z5n8qpz80zpz89zoz69zcz76zz87zz88zz88z5gsnz85zu">nderstand </span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotv4sz81zsz68zwz85z3z78zbz88z2z76zpz74z2v1z75zz67zz85zjlvz122zz122z6oaz84z">yourself</span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zdz87z113tz83zz67z5n8qpz80zpz89zoz69zcz76zz87zz88zz88z5gsnz85zu"> and others</span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotv4sz81zsz68zwz85z3z78zbz88z2z76zpz74z2v1z75zz67zz85zjlvz122zz122z6oaz84z">.</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zdz87z113tz83zz67z5n8qpz80zpz89zoz69zcz76zz87zz88zz88z5gsnz85zu"><strong>Judgment:</strong></span> <span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotv4sz81zsz68zwz85z3z78zbz88z2z76zpz74z2v1z75zz67zz85zjlvz122zz122z6oaz84z">E</span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zdz87z113tz83zz67z5n8qpz80zpz89zoz69zcz76zz87zz88zz88z5gsnz85zu">valuat</span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotv4sz81zsz68zwz85z3z78zbz88z2z76zpz74z2v1z75zz67zz85zjlvz122zz122z6oaz84z">e</span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zdz87z113tz83zz67z5n8qpz80zpz89zoz69zcz76zz87zz88zz88z5gsnz85zu"> information and mak</span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotv4sz81zsz68zwz85z3z78zbz88z2z76zpz74z2v1z75zz67zz85zjlvz122zz122z6oaz84z">e </span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zdz87z113tz83zz67z5n8qpz80zpz89zoz69zcz76zz87zz88zz88z5gsnz85zu">decisions in complex situations</span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotv4sz81zsz68zwz85z3z78zbz88z2z76zpz74z2v1z75zz67zz85zjlvz122zz122z6oaz84z">.</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zdz87z113tz83zz67z5n8qpz80zpz89zoz69zcz76zz87zz88zz88z5gsnz85zu"><strong>Adaptability:</strong></span> <span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotv4sz81zsz68zwz85z3z78zbz88z2z76zpz74z2v1z75zz67zz85zjlvz122zz122z6oaz84z">L</span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zdz87z113tz83zz67z5n8qpz80zpz89zoz69zcz76zz87zz88zz88z5gsnz85zu">earn, adjust, and stay effective through change</span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotv4sz81zsz68zwz85z3z78zbz88z2z76zpz74z2v1z75zz67zz85zjlvz122zz122z6oaz84z">.</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zdz87z113tz83zz67z5n8qpz80zpz89zoz69zcz76zz87zz88zz88z5gsnz85zu"><strong>Connection:</strong></span> <span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotv4sz81zsz68zwz85z3z78zbz88z2z76zpz74z2v1z75zz67zz85zjlvz122zz122z6oaz84z">C</span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zdz87z113tz83zz67z5n8qpz80zpz89zoz69zcz76zz87zz88zz88z5gsnz85zu">ommunicat</span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotv4sz81zsz68zwz85z3z78zbz88z2z76zpz74z2v1z75zz67zz85zjlvz122zz122z6oaz84z">e</span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zdz87z113tz83zz67z5n8qpz80zpz89zoz69zcz76zz87zz88zz88z5gsnz85zu">, collaborat</span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotv4sz81zsz68zwz85z3z78zbz88z2z76zpz74z2v1z75zz67zz85zjlvz122zz122z6oaz84z">e</span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zdz87z113tz83zz67z5n8qpz80zpz89zoz69zcz76zz87zz88zz88z5gsnz85zu">, and build trust</span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotv4sz81zsz68zwz85z3z78zbz88z2z76zpz74z2v1z75zz67zz85zjlvz122zz122z6oaz84z">.</span></li> </ul> <p><span class=" author-d-iz88z86z86za0dz67zz78zz78zz74zz68zjz80zz71z9iz90z9z84z5u1z69zz90zlz73z3ly1nz76zw1r5kz89zz66z4z65zz65zjz122zf092">To learn more about why these skills matter and what the data shows about thriving through change, read this </span><span class="attrlink url author-d-iz88z86z86za0dz67zz78zz78zz74zz68zjz80zz71z9iz90z9z84z5u1z69zz90zlz73z3ly1nz76zw1r5kz89zz66z4z65zz65zjz122zf092"><a class="attrlink" href="https://www.dropbox.jobs/en/our-blog/employee-stories/the-era-of-durable-skills-what-the-data-tells-us-about-thriving-in-change/" target="_blank" data-target-href="https://www.dropbox.jobs/en/our-blog/employee-stories/the-era-of-durable-skills-what-the-data-tells-us-about-thriving-in-change/">blog post</a></span> <span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zdz87z113tz83zz67z5n8qpz80zpz89zoz69zcz76zz87zz88zz88z5gsnz85zu">from</span><span class=" author-d-iz88z86z86za0dz67zz78zz78zz74zz68zjz80zz71z9iz90z9z84z5u1z69zz90zlz73z3ly1nz76zw1r5kz89zz66z4z65zz65zjz122zf092"> our Chief People Officer, Melanie Rosenwasser.</span></p> <h2 data-usually-unique-id="044234883370604133046166"><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qowz81zqz90zkz74zz76zeez80zz68zz89zz88zvqz86zuxlz73zexxz80zz73z6d6z72zz79zsz77z">Compensation</span></h2><div class="content-pay-transparency"><div class="pay-input"><div class="description"><p><span style="font-size: 16px;">US Zone 1</span></p> <p><span style="font-size: 16px;">This role is not available in Zone 1</span></p></div><div class="title">US Zone 2</div><div class="pay-range"><span>$228,000</span><span class="divider">—</span><span>$308,400 USD</span></div></div><div class="pay-input"><div class="title">US Zone 3</div><div class="pay-range"><span>$202,600</span><span class="divider">—</span><span>$274,200 USD</span></div></div></div>

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