Business Development Manager, Strategic Partnerships

Dropbox's Business Development team builds and grows strategic partnerships that expand Dropbox's reach, deepen product adoption, and drive long-term customer and revenue growth.

As a Business Development Manager, you will own a portfolio spanning AI, platform/developer, hardware, and SaaS ecosystems. You will manage the full partnership lifecycle—from opportunity identification and commercial strategy through launch, ongoing growth, and partner success. This role offers significant exposure to senior leaders and external executives while owning partnerships with meaningful strategic and commercial impact.

• 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.

• 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.

US Zone 2: $162,200—$219,400 USD

US Zone 3: $144,200—$195,000 USD