Director, GTM Business Systems

Role Description

As the Director, GTM Systems, you will lead the team responsible for translating business strategy into scalable platform capabilities across Dropbox's go-to-market organization. You will own the business management of our GTM platform portfolio, ensuring the systems that power Marketing, Sales, Customer Success, and Support evolve in lockstep with the needs of the business.

Leading a team of embedded Business Platform Partners and Platform Administrators, you will serve as the primary bridge between business stakeholders and technical delivery teams. Your organization will partner closely with Revenue Operations, GTM Engineering, Technical Architecture, Marketing Operations, AI Strategy, and functional leaders to prioritize investments, shape platform roadmaps, govern change, and drive successful adoption of new capabilities.
Rather than owning engineering delivery or day-to-day revenue operations, you will own the business lifecycle of our GTM platforms, from identifying opportunities and defining requirements through implementation, adoption, and continuous improvement. Success in this role requires strong systems thinking, exceptional cross-functional leadership, and the ability to balance strategic transformation with operational excellence.

Responsibilities

• Own the business roadmap for the GTM platform portfolio across Marketing, Sales, Customer Success, and Support.
• Translate business priorities into platform capabilities that improve productivity, customer experience, and operational scalability.
• Balance enhancements, technical debt, vendor capabilities, compliance needs, and long-term platform evolution.
• Partner with Revenue Operations and business leaders to ensure platform investments align with evolving commercial priorities.
• Standardize AI-assisted requirements development and workflow analysis.
• Build and lead a team of Business Platform Partners embedded within Marketing, Sales, and Customer Success & Support.
• Establish deep partnerships with business leaders to understand priorities, shape requirements, and continuously improve platform capabilities.
• Ensure platform decisions are grounded in business value and aligned across functions.
• Foster a product mindset focused on delivering measurable business outcomes rather than individual system enhancements.
• Establish governance processes that evaluate, prioritize, and sequence platform investments across the GTM ecosystem.
• Lead cross-functional prioritization across Revenue Operations, GTM Technology, Technical Architecture, Engineering, Analytics, Enablement, Finance, and Legal.
• Ensure platform requests are evaluated holistically across customer journeys rather than individual systems.
• Maintain a healthy portfolio of strategic initiatives, continuous improvements, and operational enhancements.
• Lead execution of complex platform initiatives that span multiple business functions and technologies.
• Coordinate delivery across engineering, architecture, operations, and business stakeholders.
• Ensure new capabilities are successfully implemented, adopted, and measured against expected business outcomes.
• Remove organizational friction that slows execution or creates inconsistent user experiences.
• Lead the Platform Administration organization responsible for configuration, administration, release readiness, and ongoing health of core GTM platforms.
• Establish standards for platform quality, governance, documentation, and operational excellence.
• Ensure platform configurations remain scalable, maintainable, and aligned with architectural standards.
• Partner with GTM Engineering and Technical Architecture to balance configuration, customization, and long-term maintainability.
• Expand AI-assisted platform administration, issue triage, and documentation.
• Define success metrics for new platform capabilities and measure business outcomes following deployment.
• Partner with Enablement to ensure new capabilities are successfully adopted across GTM teams.
• Establish feedback loops that continuously improve workflows, simplify user experiences, and reduce manual effort.
• Promote standardization and reuse of capabilities across the GTM platform ecosystem.
• Build AI fluency and adoption expectations across the team.

Requirements

• 10+ years of experience leading business systems, platform management, product management, business transformation, or GTM technology organizations.
• Experience managing enterprise GTM platforms such as Salesforce, CPQ, Marketo, Zendesk, Planhat, Outreach, Clari, or similar technologies.
• Proven experience leading cross-functional teams responsible for platform strategy, business process improvement, or enterprise transformation.
• Demonstrated ability to translate business strategy into scalable technology capabilities.
• Experience leading platform governance, roadmap prioritization, and business stakeholder management across multiple functions.
• Strong understanding of commercial business processes spanning Marketing, Sales, Customer Success, and Support.
• Experience partnering closely with engineering and technical architecture teams to deliver complex technology initiatives.
• Exceptional communication and executive stakeholder management skills.
• Demonstrated ability to lead organizational change and platform adoption at scale.

Preferred Qualifications

• Experience operating within a hybrid product-led growth (PLG) and sales-led GTM organization.
• Experience leading platform modernization or enterprise digital transformation initiatives.
• Experience managing platform administration or business systems teams.
• Familiarity with AI-enabled business workflows, automation platforms, and intelligent process orchestration.
• Experience driving platform consolidation and simplification across complex technology ecosystems.
• Experience leveraging AI-assisted tools to accelerate platform management, prioritization, analysis, or business process improvement.
• Experience working in high-growth SaaS environments supporting global commercial organizations.

Durable Skills

AI fluency means using these tools to amplify human judgment, not replace it. We believe people with these skills will thrive as work and technology continue to evolve:

• Awareness: Understand yourself and others.
• Judgment: Evaluate information and make decisions in complex situations.
• Adaptability: Learn, adjust, and stay effective through change.
• Connection: Communicate, collaborate, and build trust.

To learn more about why these skills matter and what the data shows about thriving through change, read this blog post from our Chief People Officer, Melanie Rosenwasser.

Compensation