GTM Finance Manager, Sales & Marketing - Dropbox

Role Description

As a GTM Finance Manager, you will be a key partner to our Sales & Marketing Teams at Dropbox. On the Sales side, you will play a crucial role in areas such as ARR (Annual Recurring Revenue) forecasting, planning, measuring the success of strategic initiatives, driving analytical insights, deal structuring and approvals. On the Marketing side, you will help to analyze the impact of marketing campaigns, track and measure the effectiveness of marketing spend as measured by LTV/CAC, ROAS, etc. Your work will play a crucial part in ensuring Dropbox makes sound financial and strategic decisions that drive sustainable business growth. You will be plugged into every facet of the business.

Responsibilities

• Serve as a trusted advisor to the Sales team by owning core financial processes including ARR forecasting, capacity modeling, and long-range planning. Develop driver-based models to guide decision-making and enable growth.
• Lead financial evaluation of deals to ensure alignment with business objectives. Provide guidance on deal structure, profitability, and strategic trade-offs during the review and approval process.
• Monitor and analyze sales performance through metrics such as conversion rates, rep productivity, and CAC. Deliver insights to drive accountability and improve efficiency across the sales funnel.
• Partner with Sales, Finance, and Legal to define scalable policies and approval workflows. Establish documentation standards and manage exception processes to support operational rigor.
• Assess the effectiveness of marketing investments using metrics like LTV/CAC and ROAS. Use data to optimize spend, maximize return, and support go-to-market strategy refinement.
• Collaborate with GTM and Finance teams on ad hoc analyses, dashboards, and reporting initiatives that inform strategy and drive operational alignment.

Requirements

• At least 5 years years of experience in FP&A or GTM Finance within a high-growth tech company, or background in investment banking or private equity
• Advanced proficiency in financial modeling and scenario analysis to support data-driven decisions
• Ideally, previous experience in supporting sales and/or marketing teams
• Solid understanding of GAAP and the interconnectivity of financial statements
• Strong analytical, communication, and organizational skills with the ability to distill complexity into actionable insights
• Meticulous attention to detail and a high standard of accuracy in all deliverables
• Self-starter with the ability to independently manage projects from concept to execution
• Proven ability to build and maintain effective relationships across cross-functional stakeholders

Preferred Qualifications

• Knowledge of Software or SaaS industry preferred
• Knowledge of Salesforce and Oracle systems preferred
• Experience with Snowflake (data warehousing/analytics)
• Background in deal structuring and review

Compensation