Senior Director, Revenue Operations
Dropbox•3h ago
United StatesRemoteFull-timeSenior Level12+ yrs exp
Visa-friendly
Top focus
Revenue OperationsOperations AnalystOperations ManagerOperations Consultant
- Role Description
- Dropbox is seeking a Head of Revenue Operations to lead and scale the operational foundation of the company's global B2B go-to-market organization. This role will be responsible for driving operational excellence across the revenue engine, enabling predictable, efficient growth across SMB, Mid-Market
- Enterprise segments. This role will also oversee Marketing Operations, ensuring alignment between demand generation, pipeline creation
- revenue outcomes across the full customer lifecycle.
- This leader will own revenue planning, forecasting, revenue operations, incentives, systems, analytics
- GTM infrastructure. Partnering closely with Sales, Finance, Product, Marketing
- Customer leadership, this role will play a critical role in strengthening execution rigor, improving forecast accuracy
- enabling Dropbox to scale across products, regions
- sales motions, including product-led, sales-assisted
- Responsibilities
- Own and continuously improve Dropbox's end-to-end revenue operating model, including segmentation, account coverage, territory design, role clarity
- cross-functional handoffs across Sales, Marketing, Customer Success
- Lead annual and quarterly revenue planning processes, including bookings targets, quota setting, capacity planning, territory design, and ramp assumptions
- Establish forecasting rigor, pipeline management processes, inspection cadences, and performance management standards that improve visibility and predictability across the business
- operationalize core revenue and GTM KPIs (e.g., pipeline coverage, win rates, ACV, sales cycle, productivity, CAC, velocity, retention
- expansion), identifying performance gaps and driving operational improvements
- Lead revenue operations across the customer lifecycle, from lead routing and opportunity management through renewal and expansion, ensuring scalable processes, governance, and execution excellence
- Partner with Data Science on analytical support and insights, experimentation and cadence for biz performance updates
- Partner with Finance on revenue planning, pricing operations, discounting frameworks, deal governance, sales compensation, and incentive design to support growth and operational discipline
- Partner with Customer Success and Support leadership to improve retention, renewal, and expansion outcomes through operational insights, reporting, and process optimization
- Enable GTM readiness and operational execution for new product launches, packaging changes, pricing updates, and growth initiatives
- Deliver executive-level reporting, business reviews, and performance insights that support decision-making across revenue leadership
- Build, lead, and develop a high-performing Revenue Operations organization, driving operational excellence, scalable processes, and the adoption of AI-enabled solutions that improve productivity and business performance
- Requirements
- 12+ years of experience in Revenue Operations, Sales Operations, GTM Operations, Finance, or related functions within a scaled SaaS or product-led growth company
- Proven experience leading revenue operations for multi-segment B2B organizations across SMB, Mid-Market, and Enterprise customer segments
- Deep expertise in forecasting, revenue planning, territory design, quota management, sales productivity, incentive compensation, and pipeline management
- Strong understanding of SaaS business models, revenue motions, and key operational drivers across acquisition, expansion, and retention
- Demonstrated ability to identify operational challenges and implement scalable, data-driven solutions that improve business performance
- Strong cross-functional leadership skills with the ability to influence senior stakeholders across Sales, Finance, Product, Marketing, and Customer organizations
- Experience supporting organizations through significant growth and GTM evolution, including PLG, sales-assisted, and enterprise motions
- Strong analytical and problem-solving capabilities, with extensive experience leveraging data to drive operational and business decisions
- Track record of building, developing, and leading high-performing revenue operations teams in a fast-paced, evolving environment
- Preferred Qualifications
- Proven track record implementing AI-enabled revenue solutions that deliver measurable improvements in efficiency, productivity, and business outcomes
- Demonstrated experience owning and scaling GTM technology ecosystems, with deep expertise in Salesforce and related revenue platforms
- 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: U nderstand yourself and others .
- Judgment: E valuat e information and mak e decisions in complex situations .
- Adaptability: L earn, adjust, and stay effective through change .
- Connection: C ommunicat e , collaborat e , 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
- US Zone 1
- This role is not available in Zone 1
- US Zone 2
- $267,000 — $361,200 USD
- US Zone 3
- $237,300 — $321,100 USD
Required skills
Revenue OperationsSales OperationsGTM OperationsFinanceSaaSData ScienceSalesforce