Role Description
As a Senior Lead of Acquisition Growth Campaigns within the Integrated Marketing organization, you will drive the marketing-led acquisition strategy and experimentation agenda for Dropbox across both product-led (PLG) and sales-led (SLG) motions. You will define strategic priorities, develop integrated campaign frameworks, and guide a disciplined, insight-driven experimentation program to identify and scale high-impact growth opportunities.
In this highly cross-functional role, you will partner closely with channel marketing, content, PMM, product, data science, and sales teams to bring acquisition initiatives to market with clarity, consistency, and excellence. You will shape audience strategy, oversee cross-channel messaging and positioning, and inform investment decisions through rigorous analysis and performance insights.
This role requires a strong blend of strategic leadership, analytical depth, and collaborative influence. You will provide direction, structure, and standards that elevate Dropbox’s acquisition programs—ensuring they are customer-centric, data-driven, and aligned to broader business goals.
Responsibilities
- Own Dropbox’s end-to-end Campaign acquisition strategy across PLG and SLG, setting the roadmap for how we drive top-of-funnel demand, high-intent traffic, and pipeline acceleration across all product surfaces and segments.
- Lead a cross-functional growth experimentation engine, designing the strategy and operating model for rapid testing across messaging, creative, channels, audiences, and product entry points.
- Define and evolve the early-journey customer architecture, identifying high-leverage opportunities across web, product, paid, email, and partner motions.
- Set the acquisition performance framework, partnering with Data Science and Channel Leads to define targets, optimize spend allocation, and drive material improvements in conversion and CAC.
- Translate experiment learnings into durable, scalable growth programs that can be operationalized across teams, channels, and product surfaces.
- Drive cross-functional alignment with PMM, Sales, PM, Channels, and Brand to ensure a cohesive and consistent acquisition narrative that aligns with business strategy, customer needs, and market opportunities.
- Champion the use of AI in acquisition workflows—from targeting and segmentation to creative optimization and predictive scoring—ensuring Dropbox’s growth engine remains modern and efficient.
Requirements
- 10+ years of experience in growth, demand generation, or acquisition marketing within B2B SaaS, with proven impact across both PLG and SLG environments.
- Demonstrated ability to lead acquisition strategy, set priorities, and drive alignment across complex, cross-functional teams.
- Deep understanding of funnel dynamics, audience segmentation, early-journey conversion levers, and growth experimentation methodology.
- Proven experience partnering with channel, content, PMM, and product teams to deliver integrated, high-performing marketing campaigns.
- Strong analytical skills with experience in forecasting, attribution, experimental design, KPI development, and performance optimization.
- Familiarity with AI-enabled marketing tools for audience targeting, creative optimization, and automation.
- Exceptional communication and stakeholder management skills, with the ability to influence senior partners and clearly articulate insights and recommendations.
Preferred Qualifications
- Experience scaling acquisition programs in high-growth SaaS or freemium environments
- Proficiency in experimentation and automation platforms (e.g., Jira, Confluence)
- Strong understanding of paid media strategy, lifecycle handoff, and pipeline measurement frameworks
- Exposure to AI-driven personalization, predictive lead scoring, or generative content workflows
- Strategic marketing/analytics background
Compensation