Director, GTM FP&A

Dropbox is a Virtual First company. For this role, we are hiring in Zones 2 and 3. Please refer to our Compensation section below to see what neighborhoods fall under each Zone. Role Description Reporting to the Sr. Director, GTM, Product and Revenue FP&A, the Director GTM FP&A will own FP&A for ~$250M of Annual Recurring Revenue and ~$125M GTM Opex. You will be the FP&A partner for the Chief Business Officer (CBO) and our Go to Market (GTM) team and will play a key role in our regular reporting cadences, working closely with our CFO and CEO. This leader will drive value with a particular focus on accurately forecasting Dropbox revenue, identifying opportunities to increase revenue, and making ROI tradeoffs for proposed Sales, and Marketing investments. The Director GTM FP&A will balance developing a deep knowledge of the key drivers of the forecast model with an ability to operate at a higher altitude while communicating the story of our financial results and outlook. You will play a crucial role in areas such as ARR (Annual Recurring Revenue) forecasting and planning, measuring the success of strategic initiatives, driving analytical insights, deal structuring and approvals, and evaluating resource investments. We are seeking an Owner, who can understand our holistic financial position, identify concrete opportunities, and work across Dropbox leadership to improve financial outcomes. You’ll get senior leadership exposure, focusing real-time on the highest priority business issues, and being plugged into every facet of our business. Responsibilities Serve as a strategic finance partner to GTM leadership, supporting Sales, Marketing, and Customer Success in driving revenue growth and efficient investment decisions. Own financial planning, forecasting, and reporting across GTM functions, including ARR, pipeline conversion, CAC, ROI analysis, and campaign performance metrics. Drive the GTM forecasting process end-to-end, managing short- and long-range plans, variance analysis, and key performance insights. Develop and enhance driver-based models to forecast bookings, ARR, spend efficiency, and GTM productivity. Provide actionable insights that shape GTM strategies, optimize resource allocation, and inform executive decision-making. Collaborate closely with Sales, Marketing, and Finance leadership, as well as partners in Business Strategy, Deal Desk, and Revenue Analytics, to align financial plans with operating goals. Lead and develop a high-performing team while fostering collaboration across the broader FP&A organization. Drive continuous improvement in forecasting processes, tools, and data integrity in partnership with Revenue Analytics, Business Platforms, and IT. Deliver executive-ready presentations and narratives, translating complex analysis into clear business insights. Promote a culture of partnership and analytical excellence across GTM and Finance. Requirements 8–10 years of progressive FP&A or Finance experience, with at least 2–3 years in people management and demonstrated leadership across both Sales and Marketing Finance. Strong SaaS experience, with deep understanding of GTM revenue drivers, pipeline dynamics, and marketing investment efficiency. Proven ability to build and analyze integrated GTM forecasts, including sales bookings, ARR, CAC, ROI analysis, and campaign performance metrics. Proficiency in financial modeling and systems, including Salesforce, Oracle, and advanced Excel; experience with BI tools (e.g., Tableau, Snowflake) preferred. Excellent communication and business partnership skills, with the ability to synthesize data into actionable insights and influence decisions across GTM, Finance, and Executive teams. Analytical rigor and strong attention to detail, capable of producing executive-ready analysis and recommendations. Collaborative and proactive problem solver, comfortable navigating ambiguity in a dynamic, high-growth environment. Public company experience preferred. Preferred Qualifications Marketing ROI expertise: Experience managing a marketing budget and key performance marketing metrics (e.g. LTV:CAC). Managed Motion expertise: Experience partnering with a managed sales team and managing to salesforce effectiveness metrics. Compensation US Zone 1 This role is not available in Zone 1 US Zone 2

$230,700—$312,100 USD

US Zone 3

$205,000—$277,400 USD

The range(s) listed above is the expected annual salary/OTE (On-Target Earnings) for this role, subject to change. Please note, OTE are for sales roles only. 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). 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. 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: California (outside SF metro), Colorado, Connecticut (outside NYC metro), Delaware, Illinois (Chicago metro), Indiana (Chicago metro), Maryland, Massachusetts, Michigan (Chicago metro), New Hampshire, New Jersey (outside NYC metro), New York (outside NYC metro), Oregon, Pennsylvania (D.C. metro), Pennsylvania (outside NYC metro), Texas (Austin metro) Virginia (DC metro), Washington (outside Seattle metro), Washington DC metro, West Virginia (DC metro), Wisconsin (Chicago metro) US Zone 3: All other US locations Company Description Read more about our Benefits. Dropbox isn’t just a workplace—it’s a living lab for designing a more enlightened way of working. We’re a global community of bold visionaries and resourceful doers shaping the future of Dropbox and, in turn, the future of work. Our Virtual First model combines the autonomy of a distributed workplace with the power of human connection, creating space for meaningful work and lasting relationships. With a startup mindset and enterprise-level opportunities, we expect Dropbox employees to think critically, stay curious, and use modern tools, including AI, to improve how work gets done. Here, you can be who you are and grow into who you’re meant to be. You own your impact, helping make work more intuitive, joyful, and human for yourself and hundreds of millions of people worldwide. If you’re ready to push boundaries and challenge yourself, Dropbox is ready for you. Team Description The Dropbox Finance Team creates the financial infrastructure that powers our growth and scales our business. We combine analytical precision with bold thinking to build sustainable value for our company and stakeholders. More than traditional accountants, auditors, and finance managers, we're strategic partners who craft the financial architecture that enables innovation. Working closely with internal teams and external partners, we continuously look for ways to drive business impact while maintaining trust, accuracy, and rigor in everything we do. If you're ready to own your impact on Dropbox’s financial future, join our Finance team. Dropbox supports responsible use of AI for preparation, but misrepresentation of skills or experience is not permitted. See our AI Principles. 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. #J-18808-Ljbffr Dropbox