GTM Program Manager

Dropbox; United States; Remote; USD 110,000 - 160,000; Full time

Job summary

Dropbox is seeking a GTM Program Manager to translate revenue-driving strategies into operational execution. You will lead cross-functional planning, define business requirements, and drive delivery with business and technical partners to scale GTM initiatives and improve the customer and seller experience.

You will collaborate across GTM functions, align stakeholders, and measure outcomes against business objectives, ensuring readiness for launches and adoption at scale.

Qualifications

• At least 3 years of overall professional experience.
• 3+ years in Product Operations, Revenue Operations, Sales Operations, Commercial Operations, or related GTM roles.
• Experience in a B2B SaaS or subscription-based business with multiple products or segments.
• Ability to translate ambiguous business needs into clear requirements, workflows, and measurable criteria.
• Experience partnering with technical and business teams to evaluate solutions and tradeoffs.
• Ability to identify root causes, use data to assess outcomes, and implement scalable improvements.
• Strong systems thinking across the commercial lifecycle.

Responsibilities

• Translate strategy into execution: Turn revenue-driving strategies into actionable plans across GTM systems, processes, and business rules.
• Define business requirements: Collaborate with stakeholders to understand business needs, document requirements, and establish clear success criteria.
• Lead cross-functional delivery: Manage programs from discovery through implementation, coordinating scope, timelines, dependencies, and accountable owners.
• Drive solution development: Partner with business and technical teams to evaluate options, resolve gaps, and implement scalable solutions.
• Align stakeholders and decisions: Facilitate discussions, clarify tradeoffs, and drive agreement on priorities, ownership, and outstanding decisions.
• Ensure operational readiness: Coordinate testing, documentation, and change management to support successful launches and adoption.
• Measure outcomes and improve: Track results against business objectives, identify operational gaps, and drive improvements to execution and the customer and seller experience.

Skills

GTM program management

Cross-functional leadership

Requirements gathering

Job description

Role Description

As a GTM Program Manager focused on the GTM organization, you will turn revenue-driving strategies into operational execution. You will play a crucial role in translating business priorities into the systems, processes, and business rules needed to bring new commercial initiatives to life and scale existing motions.

You will lead cross-functional planning, define business requirements, align stakeholders, and drive delivery with business and technical partners. Your work will connect teams across the customer lifecycle, ensure operational readiness, and measure whether implemented solutions achieve their intended business outcomes.

You will play a crucial part in helping the organization deliver on its growth strategy. You’ll build partnerships across GTM functions and see the direct impact of your work on revenue execution and the customer and seller experience.

Responsibilities

• Translate strategy into execution: Turn revenue-driving strategies into actionable plans across GTM systems, processes, and business rules.

• Define business requirements: Collaborate with stakeholders to understand business needs, document requirements, and establish clear success criteria.

• Lead cross-functional delivery: Manage programs from discovery through implementation, coordinating scope, timelines, dependencies, and accountable owners.

• Drive solution development: Partner with business and technical teams to evaluate options, resolve gaps, and implement scalable solutions.

• Align stakeholders and decisions: Facilitate discussions, clarify tradeoffs, and drive agreement on priorities, ownership, and outstanding decisions.

• Ensure operational readiness: Coordinate testing, documentation, and change management to support successful launches and adoption.

• Measure outcomes and improve: Track results against business objectives, identify operational gaps, and drive improvements to execution and the customer and seller experience.

Requirements

• At least 3 years of overall professional experience.

• 3+ years of experience in Product Operations, Revenue Operations, Sales Operations, Commercial Operations, Business Systems, or another role supporting complex cross-functional GTM initiatives.

• Experience working in a B2B SaaS or subscription-based business with multiple products, customer segments, or routes to market.

• Ability to translate ambiguous business needs into clear requirements, process workflows, and measurable success criteria.

• Experience partnering with technical and business teams to evaluate solutions, assess tradeoffs, and validate that changes meet business needs.

• Ability to identify root causes, use data to assess outcomes, and implement practical improvements that scale.

• Strong systems thinking, with the ability to understand how a change in one part of the commercial lifecycle can affect downstream processes, systems, data, and customer experiences.

Preferred Qualifications

• Experience with Salesforce, CPQ, billing, commerce, provisioning, entitlement, or other systems supporting the quote-to-cash/customer lifecycle.

• Understanding of the customer lifecycle and how systems, processes, data, and business rules support commercial execution.

• Familiarity with automation and AI capabilities that can simplify requirements gathering, dependency management, testing, and operational readiness.

Durable Skills

AI fluency means using these tools to *amplify* human judgment, not replace it. We believe people with these skills will thrive as work and technology continue to evolve:

• Awareness: U