Why This Job is Featured on The SaaS Jobs
This Channel Programs and Incentives Manager role sits at a core SaaS lever: partner-led distribution. In a mature cloud productivity business like Dropbox, channel strategy tends to be less about launching a program and more about refining how indirect routes-to-market create measurable revenue impact. The remit signals work at the intersection of partnerships, go-to-market design, and operational decision-making—areas that become increasingly important as SaaS companies diversify acquisition beyond direct sales.
For a SaaS career, channel incentives work builds durable skills in how recurring-revenue businesses scale through ecosystems. Managing programs and performance mechanics develops fluency in partner economics, attribution, pipeline hygiene, and the governance needed to keep channel motions aligned with product and sales priorities. The cross-functional positioning alongside Strategy & Operations also suggests exposure to planning cycles and the analytical frameworks SaaS companies use to evaluate growth initiatives.
This role is best suited to professionals who prefer structured problem-solving and can translate ambiguous partner and sales inputs into clear programs, rules, and measurement. It will fit someone motivated by operational leverage—improving outcomes through systems rather than individual deals—and interested in how SaaS companies coordinate Product, Sales, Finance, and Marketing around shared channel goals.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job Description
The Dropbox Business Strategy & Operations team unlocks the company's full potential by driving strategic initiatives and enabling operational excellence. We blend analytical rigor with creative problem-solving to tackle Dropbox’s biggest opportunities and challenges across all business functions. Partnering closely with Product, Engineering, Sales, Marketing, and Finance, we turn strategic vision into actionable plans that guide growth, optimize performance, and enhance decision-making. Our work shapes the future of Dropbox by leading cross-functional business planning, developing insights that inform corporate and business unit strategies, and building the systems and processes that power scalable success. If you're passionate about strategic thinking, solving complex problems, and creating impact through collaboration, join our Business Strategy & Operations team.
Areas of work include Corporate Strategy, Business Unit Strategy, Sales Operations, Business Planning, Strategic Insights, and Business Systems Development.
Areas of work include Strategic Partnerships, Channel Development, Distribution Strategy, Partner Management, Revenue Growth Initiatives, and Market Expansion.
