GTM Readiness Manager

Dropbox, Inc.; United States; On-site; USD 133,000 - 202,000; Full time

Job summary

Dropbox, Inc. is seeking a GTM Readiness Manager within the GTM organization to translate product decisions into executable go-to-market motions and ensure operations are ready for new launches, pricing, and packaging changes.

You will collaborate with Product, Sales, Marketing, Customer Experience, Finance, Legal, Enablement, and GTM Technology to align decisions, dependencies, and lead times. You will own end-to-end readiness, validate customer and seller journeys across quoting, ordering,

Qualifications

• 8+ years of professional experience in GTM, product operations, revenue or sales operations.
• Experience supporting product launches, pricing/packaging changes, or other cross-functional initiatives.
• Knowledge of SaaS commercial processes including CPQ, billing, and renewals.

Responsibilities

• Own GTM readiness for product and commercial changes (launches, pricing, new SKUs).
• Translate product decisions into commercial and operational requirements.
• Coordinate across Product, Sales, Marketing, Finance, Legal, Enablement, and GTM Tech.
• Drive end-to-end operational validation of customer and seller experiences.
• Identify and manage readiness risks and dependencies early to avoid launch friction.
• Improve the GTM Readiness operating model with reusable processes and automation.

Skills

GTM readiness

Cross-functional coordination

Stakeholder communication

Process improvement

Tools

Salesforce

CPQ

Billing systems

Job description

Role Description

As a GTM Readiness Manager within the GTM organization, you will help turn product and business changes into executable go-to-market motions. You will work across Product, Sales, Marketing, Customer Experience, Customer Success, Finance, Legal, Enablement, and Technology to ensure the business is operationally ready to bring new products, packaging, and other commercial changes to market.

You will play a critical role in translating product decisions into GTM requirements, identifying cross-functional dependencies, coordinating operational readiness, and ensuring the end-to-end customer and seller experience works as intended. This role sits at the intersection of product and commercial execution, giving you broad exposure across the business and the opportunity to improve how we bring increasingly complex products and commercial models to market.

You will serve as a critical connection point between Product and the teams responsible for bringing product changes to market, ensuring teams are aligned and operationally ready for launch. You will also help build and scale the GTM Readiness capability, creating clearer processes, identifying dependencies earlier, reducing launch friction, and enabling teams to move faster and execute with greater confidence.

Responsibilities

• Own GTM readiness for product and commercial changes, including new product launches, pricing and packaging changes, new SKUs, migrations, deprecations, and changes to routes to market.
• Translate product decisions into commercial and operational requirements across areas such as product catalog, pricing and approvals, contracting, Salesforce/CPQ, billing and ordering, provisioning and entitlements, compensation, reporting, and customer lifecycle.
• Partner with Product teams early in the development lifecycle to understand upcoming changes, identify impacted GTM motions, and establish the decisions, owners, dependencies, and lead times required for readiness.
• Orchestrate cross-functional readiness across Product, Sales, Marketing, Customer Experience, Customer Success, Finance, Legal, Enablement, GTM Technology, and other impacted teams, while maintaining clear accountability with the teams that own individual decisions and deliverables.
• Drive end-to-end operational validation, defining critical business scenarios and ensuring appropriate owners validate the complete customer and seller experience across quoting, ordering, provisioning, billing, reporting, renewal, support, and other applicable workflows.
• Identify and manage readiness risks, surfacing unresolved decisions, dependencies, and operational gaps early and driving them toward resolution or explicit risk acceptance before launch.
• Improve the GTM Readiness operating model by creating reusable processes, launch patterns, requirements frameworks, and automation that reduce manual coordination and make future launches faster and more predictable.

Requirements

• At least 8 years of overall professional experience.
• 5+ years of experience in Product Operations, Revenue Operations, Sales Operations, Commercial Operations, Business Systems, or another role supporting complex cross-functional GTM initiatives.
• Demonstrated experience supporting product launches, pricing/packaging changes, commercial model changes, or other initiatives requiring coordination between Product and GTM teams.
• Working knowledge of core SaaS commercial processes, including multiple areas such as opportunity-to-order, quoting/CPQ, pricing, contracting, billing, provisioning, renewals, compensation, or customer lifecycle management.
• Demonstrated ability to translate ambiguous product or business needs into clear operational requirements, dependencies, decisions, and execution plans.
• Experience independently coordinating complex initiatives across Product, Technology, Finance, Legal, Sales, and other business functions without direct authority over participating teams.
• 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.
• Strong written and verbal communication skills, including experience documenting requirements, facilitating cross-functional decisions, communicating risks, and driving clarity among stakeholders with different priorities.

Preferred Qualifications

• Experience working in a B2B SaaS or subscription-based business with multiple products, customer segments, or routes to market.
• Experience with Salesforce, CPQ, billing, commerce, provisioning, entitlement, or other systems supporting the quote-to-cash/customer lifecycle.
• Experience designing or improving product launch, commercialization, or GTM readiness processes rather than solely executing within an established process.
• Experience supporting products sold through multiple motions, such as self-service, direct sales, channel, reseller, or partner ecosystems.
• 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: Understand yourself and others.
• Judgment: Evaluate information and make decisions in complex situations.
• Adaptability: Learn, adjust, and stay effective through change.
• Connection: Communicate, collaborate, and build trust.

To learn more about why these skills matter and what the data shows about thriving through change, read this blog post from our Chief People Officer, Melanie Rosenwasser.

Compensation

• US Zone 1: This role is not available in Zone 1
• US Zone 2: $149,200 — $201,800 USD
• US Zone 3: $132,600 — $179,400 USD