Role Description
Reporting to the Sr. Director, GTM, Product and Revenue FP&A, the Director GTM FP&A will own FP&A for ~$250M of Annual Recurring Revenue, and ~$125M GTM Opex. You will be the FP&A partner for the Chief Business Officer (CBO) and our Go to Market (GTM) team and will play a key role in our regular reporting cadences, working closely with our CFO and CEO.
This leader will drive value with a particular focus on accurately forecasting Dropbox revenue, identifying opportunities to increase revenue, and making ROI tradeoffs for proposed Sales, and Marketing investments. The Director GTM FP&A will balance developing a deep knowledge of the key drivers of the forecast model with an ability to operate at a higher altitude while communicating the story of our financial results and outlook. You will play a crucial role in areas such as ARR (Annual Recurring Revenue) forecasting and planning, measuring the success of strategic initiatives, driving analytical insights, deal structuring and approvals, and evaluating resource investments. We are seeking an Owner, who can understand our holistic financial position, identify concrete opportunities, and work across Dropbox leadership to improve financial outcomes. You’ll get senior leadership exposure, focusing real-time on the highest priority business issues, and being plugged into every facet of our business.
Responsibilities
- Serve as a strategic finance partner to GTM leadership, supporting Sales, Marketing, and Customer Success in driving revenue growth and efficient investment decisions.
- Own financial planning, forecasting, and reporting across GTM functions, including ARR, pipeline conversion, CAC, ROI analysis, and campaign performance metrics.
- Drive the GTM forecasting process end-to-end, managing short- and long-range plans, variance analysis, and key performance insights.
- Develop and enhance driver-based models to forecast bookings, ARR, spend efficiency, and GTM productivity.
- Provide actionable insights that shape GTM strategies, optimize resource allocation, and inform executive decision-making.
- Collaborate closely with Sales, Marketing, and Finance leadership, as well as partners in Business Strategy, Deal Desk, and Revenue Analytics, to align financial plans with operating goals.
- Lead and develop a high-performing team while fostering collaboration across the broader FP&A organization.
- Drive continuous improvement in forecasting processes, tools, and data integrity in partnership with Revenue Analytics, Business Platforms, and IT.
- Deliver executive-ready presentations and narratives, translating complex analysis into clear business insights.
- Promote a culture of partnership and analytical excellence across GTM and Finance.
Requirements
- 8–10 years of progressive FP&A or Finance experience, with at least 2–3 years in people management and demonstrated leadership across both Sales and Marketing Finance.
- Strong SaaS experience, with deep understanding of GTM revenue drivers, pipeline dynamics, and marketing investment efficiency.
- Proven ability to build and analyze integrated GTM forecasts, including sales bookings, ARR, CAC, ROI analysis, and campaign performance metrics.
- Proficiency in financial modeling and systems, including Salesforce, Oracle, and advanced Excel; experience with BI tools (e.g., Tableau, Snowflake) preferred.
- Excellent communication and business partnership skills, with the ability to synthesize data into actionable insights and influence decisions across GTM, Finance, and Executive teams.
- Analytical rigor and strong attention to detail, capable of producing executive-ready analysis and recommendations.
- Collaborative and proactive problem solver, comfortable navigating ambiguity in a dynamic, high-growth environment.
- Public company experience preferred.
Preferred Qualifications
- Marketing ROI expertise: Experience managing a marketing budget and key performance marketing metrics (e.g. LTV:CAC).
- Managed Motion expertise: Experience partnering with a managed sales team and managing to salesforce effectiveness metrics.
Compensation