Strategic Sourcing Lead - GTM

Dropbox; United States; Remote; USD 122,000 - 187,000; Full time

Job summary

Dropbox is seeking a Strategic Sourcing Lead to helm the execution of category strategies covering sales, marketing, and media-related spend. This pivotal role will shape supplier relationships and unlock strategic value, demanding proficiency in negotiation and a high degree of emotional intelligence. The ideal candidate will thrive in a dynamic environment, engaging directly with key stakeholders to drive business impact and innovative solutions while supporting a diverse, Virtual First workplace.

Benefits

Competitive medical, dental, and vision coverage

401(k) plan with a company match

Flexible Paid Time Off (PTO)

Income Protection Plans

Access to co-working spaces globally

Mental health and wellness benefits

Qualifications

• 10+ years of strategic sourcing and procurement experience.
• Demonstrated success in managing supplier relationships and negotiating contracts.
• Proficient in procurement analytics and digital tools.

Responsibilities

• Define and execute data-driven sourcing strategies for GTM categories.
• Cultivate relationships with senior leaders and deliver tailored solutions.
• Lead negotiations and ensure contractual terms align with business goals.

Skills

Strategic Thinking

Negotiation

Stakeholder Engagement

Problem Solving

Emotional Intelligence

Digital Fluency

Communication

Education

Bachelor's degree or equivalent experience

Tools

Globality

ServiceNow

Oracle Analytics Cloud

Tableau

Job description

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

Dropbox’s Procurement team is seeking a Strategic Sourcing Lead to own and drive the execution of category strategies across our Indirect spend portfolio, with a primary focus on GTM categories. This role is instrumental in shaping how Dropbox manages strategic supplier relationships, unlocks value, and mitigates risk across these critical business functions.

As a Business Athlete, the ideal candidate is versatile—able to dive into data, lead executive-level discussions, and creatively solve problems at any point in the sourcing lifecycle. You thrive in ambiguity, synthesize input across disciplines, and bring clarity to complex decisions.

This role reports into the CFO Organization and demands a balance of strategic thinking, digital fluency, emotional intelligence, and advanced communication skills to influence outcomes and deliver value across Dropbox.

Responsibilities

• Category Ownership: Define and execute data-driven sourcing strategies for GTM categories (Sales, Marketing, Communications, Media), aligned to Dropbox’s financial and operational goals.
• Stakeholder Partnership: Cultivate high-trust relationships across the business especially with senior leaders; identify business needs and deliver solutions that exceed expectations.
• Strategic Planning: Lead cross-functional planning to build long-term roadmaps, align on strategic direction with stakeholders, and creatively identify opportunities for cost optimization, innovation, and risk mitigation.
• Negotiation & Execution: Drive complex commercial negotiations with a balance of rigor and EQ to land win-win outcomes. Ensure financial and contractual terms support both immediate and long-term business goals.
• Supplier Performance & Risk: Oversee supplier relationships, ensuring accountability, performance, and compliance. Break down large challenges into clear next steps.
• Cross-functional Collaboration: Partner with legal, finance, compliance, and other internal teams to ensure sourcing strategies are holistic and well-governed.
• Savings Delivery: Own and track financial performance and value delivery across categories. Translate sourcing activity into clear, measurable impact on Dropbox’s bottom line.
• Digital & Analytical Fluency: Leverage e-sourcing tools, end to end purchasing systems, ROI models and AI to inform strategy and storytelling. Bring digital innovation into the sourcing lifecycle.
• Market Intelligence: Monitor market trends, emerging risks, and supplier innovations to proactively inform sourcing strategy.
• Communication & Presentation: Deliver crisp, compelling presentations to multiple audiences—executives, cross-functional teams, and suppliers. Translate complexity into insight.
• Leadership & Enablement: Serve as a sourcing thought leader within Dropbox, mentoring others and fostering a culture of high performance and accountability.

Requirements

• Approx. 10+ years of strategic sourcing and procurement experience, ideally with hands-on ownership of Sales, Marketing, Communications and Media categories
• Demonstrated success negotiating high-impact contracts and managing strategic supplier relationships
• Proven track record of influencing stakeholders across Sales, Marketing, Communications, Media and senior leadership
• Skilled in problem lifecycle management—from issue framing to solution design, negotiation, and resolution
• Known for emotional intelligence (EQ) and the ability to build reputation and respect as a collaborative business partner
• Proven creativity in crafting commercial solutions, unlocking value beyond cost savings
• Digitally fluent: proficient in procurement and analytics platforms; understands how to operate in a digital-first environment
• Excellent communication and executive presence—able to distill complex issues into clear narratives
• Comfortable operating independently and managing multiple priorities in a fast-paced, distributed environment
• Passionate about procurement as a strategic enabler and energized by the opportunity to drive impact
• Demonstrated experience leveraging AI tools in the flow of work. Candidates with a pre-existing comfort level and familiarity using AI to enhance productivity are strongly preferred

Preferred Qualifications

Experience with the following tools:

• Sourcing: Globality
• End to End Purchasing: ServiceNow (Procurement Services Module), Ironclad
• Analytics and Reporting: Oracle Analytics Cloud, Tableau

Compensation

US Zone 1

This role is not available in Zone 1

US Zone 2

$137,900—$186,500 USD

US Zone 3

$122,600—$165,800 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: 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 DC metro, and West Virginia (DC metro)
• US Zone 3: All other US locations

Company Description

Dropbox isn’t just a workplace—it’s a living lab for more enlightened ways of working. We're a global community of bold visionaries and resourceful doers who are shaping the future of Dropbox—and with it the future of work. Our Virtual First model combines the autonomy of a distributed workplace with the power of human connection, making space for both meaningful work and meaningful relationships. With our start-up mindset and enterprise-level opportunities, you can be who you are and grow into who you’re meant to be. Here, you can own your impact to make work more intuitive, joyful, and human—for you as a Dropboxer and for hundreds of millions of people worldwide. If you're ready to push boundaries—and 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.Accounting, Sales Finance, Procurement, Audit, Financial Planning & Analysis, Tax, and Revenue Operations.

Dropbox is committed to investing in the holistic health and wellbeing of all Dropboxers and their families. Our benefits and perks programs include, but are not limited to:

• Competitive medical, dental, and vision coverage
• 401(k) plan with a generous company match and immediate vesting
• Flexible PTO/Paid Time Off, paid holidays, Volunteer Time Off, and more, allowing you time to unplug, unwind, and refresh
• Income Protection Plans: Life and disability insurance
• Business Travel Protection: Travel medical and accident insurance
• Perks Allowance to be used on what matters most to you, whether that’s wellness, learning and development, food and groceries, and much more
• Parental benefits including: Parental Leave, Child and Adult Care, Day Care FSA, Fertility Benefits, Adoption and Surrogacy Support, and Lactation Support
• Access to over 10,000 global co-working spaces through Gable.to , making it easy to book flexible workspaces for collaboration or individual work
• Quarterly Cell phone and internet allowance
• Mental health and wellness benefits
• Disability and neurodivergence support benefits

Additional benefit details are available upon request.

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

Dropbox’s Procurement team is seeking a Strategic Sourcing Lead to own and drive the execution of category strategies across our Indirect spend portfolio, with a primary focus on GTM categories. This role is instrumental in shaping how Dropbox manages strategic supplier relationships, unlocks value, and mitigates risk across these critical business functions.

As a Business Athlete, the ideal candidate is versatile—able to dive into data, lead executive-level discussions, and creatively solve problems at any point in the sourcing lifecycle. You thrive in ambiguity, synthesize input across disciplines, and bring clarity to complex decisions.

This role reports into the CFO Organization and demands a balance of strategic thinking, digital fluency, emotional intelligence, and advanced communication skills to influence outcomes and deliver value across Dropbox.

Responsibilities

• Category Ownership: Define and execute data-driven sourcing strategies for GTM categories (Sales, Marketing, Communications, Media), aligned to Dropbox’s financial and operational goals.
• Stakeholder Partnership: Cultivate high-trust relationships across the business especially with senior leaders; identify business needs and deliver solutions that exceed expectations.
• Strategic Planning: Lead cross-functional planning to build long-term roadmaps, align on strategic direction with stakeholders, and creatively identify opportunities for cost optimization, innovation, and risk mitigation.
• Negotiation & Execution: Drive complex commercial negotiations with a balance of rigor and EQ to land win-win outcomes. Ensure financial and contractual terms support both immediate and long-term business goals.
• Supplier Performance & Risk: Oversee supplier relationships, ensuring accountability, performance, and compliance. Break down large challenges into clear next steps.
• Cross-functional Collaboration: Partner with legal, finance, compliance, and other internal teams to ensure sourcing strategies are holistic and well-governed.
• Savings Delivery: Own and track financial performance and value delivery across categories. Translate sourcing activity into clear, measurable impact on Dropbox’s bottom line.
• Digital & Analytical Fluency: Leverage e-sourcing tools, end to end purchasing systems, ROI models and AI to inform strategy and storytelling. Bring digital innovation into the sourcing lifecycle.
• Market Intelligence: Monitor market trends, emerging risks, and supplier innovations to proactively inform sourcing strategy.
• Communication & Presentation: Deliver crisp, compelling presentations to multiple audiences—executives, cross-functional teams, and suppliers. Translate complexity into insight.
• Leadership & Enablement: Serve as a sourcing thought leader within Dropbox, mentoring others and fostering a culture of high performance and accountability.

Requirements

• Approx. 10+ years of strategic sourcing and procurement experience, ideally with hands-on ownership of Sales, Marketing, Communications and Media categories
• Demonstrated success negotiating high-impact contracts and managing strategic supplier relationships
• Proven track record of influencing stakeholders across Sales, Marketing, Communications, Media and senior leadership
• Skilled in problem lifecycle management—from issue framing to solution design, negotiation, and resolution
• Known for emotional intelligence (EQ) and the ability to build reputation and respect as a collaborative business partner
• Proven creativity in crafting commercial solutions, unlocking value beyond cost savings
• Digitally fluent: proficient in procurement and analytics platforms; understands how to operate in a digital-first environment
• Excellent communication and executive presence—able to distill complex issues into clear narratives
• Comfortable operating independently and managing multiple priorities in a fast-paced, distributed environment
• Passionate about procurement as a strategic enabler and energized by the opportunity to drive impact
• Demonstrated experience leveraging AI tools in the flow of work. Candidates with a pre-existing comfort level and familiarity using AI to enhance productivity are strongly preferred

Preferred Qualifications

Experience with the following tools:

• Sourcing: Globality
• End to End Purchasing: ServiceNow (Procurement Services Module), Ironclad
• Analytics and Reporting: Oracle Analytics Cloud, Tableau

Compensation

US Zone 1

This role is not available in Zone 1

US Zone 2 $137,900—$186,500 USD US Zone 3 $122,600—$165,800 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: 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 DC metro, and West Virginia (DC metro)
• US Zone 3: All other US locations

Company Description

Dropbox isn’t just a workplace—it’s a living lab for more enlightened ways of working. We're a global community of bold visionaries and resourceful doers who are shaping the future of Dropbox—and with it the future of work. Our Virtual First model combines the autonomy of a distributed workplace with the power of human connection, making space for both meaningful work and meaningful relationships. With our start-up mindset and enterprise-level opportunities, you can be who you are and grow into who you’re meant to be. Here, you can own your impact to make work more intuitive, joyful, and human—for you as a Dropboxer and for hundreds of millions of people worldwide. If you're ready to push boundaries—and 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.Accounting, Sales Finance, Procurement, Audit, Financial Planning & Analysis, Tax, and Revenue Operations.

Benefits

Dropbox is committed to investing in the holistic health and wellbeing of all Dropboxers and their families. Our benefits and perks programs include, but are not limited to:

• Competitive medical, dental, and vision coverage
• 401(k) plan with a generous company match and immediate vesting
• Flexible PTO/Paid Time Off, paid holidays, Volunteer Time Off, and more, allowing you time to unplug, unwind, and refresh
• Income Protection Plans: Life and disability insurance
• Business Travel Protection: Travel medical and accident insurance
• Perks Allowance to be used on what matters most to you, whether that’s wellness, learning and development, food and groceries, and much more
• Parental benefits including: Parental Leave, Child and Adult Care, Day Care FSA, Fertility Benefits, Adoption and Surrogacy Support, and Lactation Support
• Access to over 10,000 global co-working spaces through Gable.to , making it easy to book flexible workspaces for collaboration or individual work
• Quarterly Cell phone and internet allowance
• Mental health and wellness benefits
• Disability and neurodivergence support benefits

Additional benefit details are available upon request.

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. A big part of that effort is our support for members and allies of internal groups like Asians at Dropbox, BlackDropboxers, enABLE, TODOS (Latinx), Pridebox (LGBTQ), Vets at Dropbox, and Women at Dropbox.

Other open positions

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.Accounting, Sales Finance, Procurement, Audit, Financial Planning & Analysis, Tax, and Revenue Operations.