Dropbox is a Virtual First company. For this role, we are currently only authorized to hire candidates from the following provinces: The Dropbox 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, AI, and SaaS ecosystems.

You will manage the full partnership lifecycle—from opportunity identification and commercial strategy through launch, ongoing growth, and partner success. You will play a key role in shaping Dropbox's partnership strategy by identifying growth opportunities, evaluating business cases, and translating partner needs into integrated customer experiences. You will work closely with Product, Engineering, Finance, Legal, Marketing, and Sales to execute partnerships across device distribution and AI agent ecosystems.

This role offers significant exposure to senior leaders and external executives while owning partnerships with meaningful strategic and commercial impact. AI and automation are increasingly embedded in our workflows, accelerating research, partner preparation, and administrative work. Success in this role comes from using these capabilities to increase efficiency while focusing your time on strategic decision-making, commercial negotiations, and relationship management.

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. ~ 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.

Experience leading complex cross-functional initiatives across product and commercial organizations. Demonstrated success using AI-enabled workflows to improve commercial execution. 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: 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. 151,300—$204,700 CAD All regular employees are also eligible for the corporate bonus program or a sales incentive (target included in OTE) as well as stock in the form of Restricted Stock Units (RSUs). Dropbox isn’t just a workplace—it’s a living lab for designing a more enlightened way of working. We’re a global community of bold visionaries and resourceful doers shaping the future of Dropbox and, in turn, the future of work.

Our Virtual

First model combines the autonomy of a distributed workplace with the power of human connection, creating space for meaningful work and lasting relationships. With a startup mindset and enterprise-level opportunities,



we expect Dropbox employees to think critically, stay curious, and use modern tools, including AI, to improve how work gets done. You own your impact, helping make work more intuitive, joyful, and human for yourself and hundreds of millions of people worldwide.

The Dropbox Business

Development team catalyzes more enlightened work by building partnerships that accelerate our growth and shape the future of how people work. We combine industry expertise with creative problem-solving to create alliances in hardware, software, and distribution that amplify our product strategy and expand our reach. Working closely with Product, Marketing, Sales, and Communications, we identify untapped opportunities, negotiate high-impact deals, and execute initiatives that deliver measurable business results.

If you’re passionate about building relationships and driving impact through cross-functional collaboration, we’d love to have you on our team.

Virtual First

Dropbox’s Virtual First way of working is designed to help people do their best work with flexibility, autonomy, and connection. Day to day, teams work remotely with nonlinear schedules and core collaboration hours that support deep focus and individual working styles. While work from home is the primary experience for our employees, we also prioritize intentional, in-person connection.

Virtual

First is built to provide the same access to opportunity, growth, and impact for everyone, regardless of location. This role requires travel to offsites and various other team gatherings (approximately 5-10% of the year or 2-3 days per quarter). It’s not about being an expert—it’s about using these tools thoughtfully and effectively to improve your work and support others.

Ownership : You use AI responsibly by protecting data, applying sound judgment, and taking accountability for the quality and accuracy of your work. Together, these behaviors help build a workforce where technology amplifies human judgment, creativity, and impact. We are a welcoming place for everyone, and we do our best to make sure all people feel supported and connected at work. #

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