Note: The job is a remote job and is open to candidates in USA. Dropbox is a Virtual First company that focuses on building and growing strategic partnerships to expand its reach and drive customer and revenue growth. The Business Development Manager will manage partnerships across AI, platform/developer, hardware, and SaaS ecosystems, and will play a key role in shaping Dropbox's partnership strategy while collaborating with multiple departments to execute initiatives.
Responsibilities
- Own and grow strategic distribution and ecosystem partnerships to drive customer acquisition, product adoption, and revenue growth
- Identify, evaluate, and develop commercial opportunities with existing and prospective partners
- Build business cases and financial models that inform partnership strategy and investment decisions
- Lead or support commercial negotiations while balancing strategic objectives, customer value, and financial outcomes
- Build trusted executive relationships through regular business reviews, strategic planning, and cross-functional collaboration
- Analyze partner performance and leverage data, experimentation, and AI-enabled tools to optimize commercial outcomes
- Partner effectively across Product, Engineering, Finance, Legal, Marketing, and Sales to execute complex partnership initiatives
Skills
- 5+ years of experience in business development, distribution partnerships, product management, or related commercial roles within SaaS, cloud services, or technology
- Demonstrated success building and growing strategic business partnerships that drive measurable business results
- Strong analytical and financial modeling skills with experience evaluating partnership investments and ROI
- Excellent negotiation, communication, and executive presentation skills
- Ability to influence cross-functional stakeholders and navigate ambiguity in fast-paced environments
- Experience leveraging AI and automation tools to improve research, analysis, communication, or workflow efficiency
- Bachelor's degree or equivalent practical experience
- MBA, consulting, or corporate strategy experience
- Strong understanding of consumer technology ecosystems
- Experience leading complex cross-functional initiatives across product and commercial organizations
- Demonstrated success using AI-enabled workflows to improve commercial execution
Benefits
- 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).
- Virtual First model: remote work is the primary experience for our employees
- Flexibility, autonomy, and connection
- Day to day, teams work remotely with nonlinear schedules and core collaboration hours that support deep focus and individual working styles.
- We prioritize asynchronous communication to improve clarity, respect deep work time, and reduce unnecessary meetings.
- We also prioritize intentional, in-person connection—regular team gatherings, on-demand workspaces, and Dropbox Neighborhood events in order to strengthen team cohesion, foster creativity, and enhance momentum.
Company Overview
Company H1B Sponsorship