Growth, Bizops, Product
San Francisco, California, Us
Joined Dropbox as the second business hire when the company was ~30 employees, and stayed on the rocket ship for 6 years. Over that time, I created and led the business operations, growth, monetization, analytics, and international teams, and later led the core Dropbox App product org. The 20+ bizops team I hired went on to become founders, product/business leaders, and investors.Some of the highlights:- Developed the original GTM plan for Dropbox for Teams in 2011 - an offering geared to SMBs that leveraged the massive consumer adoption of the product- Architected one of the first and most widely replicated product-led growth (PLG) funnels, leveraging analytics about pre-existing Dropbox usage to create warm leads for conversion and upsell by the sales team (required Python, SFDC APIs, and plenty of duct tape!)- Created the growth team, launched projects like the Space Race to amplify the viral adoption of the product- Created the monetization team, re-architected billing and payments stack to support a business with paid consumers and businesses in 170+ countries - multi-currency/prices/payment processors/app stores- Head of Product/P&L owner for Dropbox Pro (at the time the largest segment by ARR), shifted product & GTM focus to professionals and developed the freemium strategy of pricing, segmentation, paywalls, and upsell to Business plans- Created the analytics team and worked with a massive 10PB+ data set using Hadoop/Hive/Spark to derive actionable insights- Led international growth - from supporting the EMEA landing team in Dublin to building the i18n infrastructure that translated Dropbox's product and customer experience to 20+ languages- While leading the Dropbox core product team, launched the mobile document scanner, commenting & feedback workflows, and began prototypes of the new Electron desktop app
