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Senior Director, Revenue Operations & Strategy (USA)

2 weeks, 6 days ago
United States
Full-time
Lead
Sales Operations
Sales and Business Development
Salesforce
Apply Now
DroneDeploy

DroneDeploy

DroneDeploy is a powerful cloud-based software for drone operations, creating aerial maps and 3D models with ease, trusted by Fortune 500 companies globally.

Professional Services
251-1K
$91M raised
View All Jobs 6

Description

  • Serve as the CRO’s primary partner on GTM strategy and operations across new business, expansion, and renewals.
  • Lead and scale the RevOps organization, including sales and customer success operations, analytics, systems, and deal desk functions.
  • Own revenue forecasting and pipeline inspection to improve accuracy, predictability, and accountability.
  • Run the GTM operating rhythm, including forecast reviews, pipeline reviews, QBRs, and executive or board reviews.
  • Translate GTM strategy into OKRs, KPIs, and initiatives tied to revenue, net revenue retention, profitability, and efficiency.
  • Own GTM analytics and KPI governance to maintain a single trusted view of business performance.
  • Set and enforce commercial guardrails through a strategic deal desk that balances speed, risk, and unit economics.
  • Design and administer compensation plans, including quotas, territories, accelerators, and SPIFFs.
  • Define GTM coverage and territory strategy across segments, verticals, geographies, and account assignments.
  • Build and improve an AI-first GTM stack that automates workflows, improves data quality, and increases seller productivity.
  • Simplify and improve GTM processes and enablement while acting as a connector across GTM and the broader business.

Requirements

  • 8–12+ years of experience in GTM Strategy, Revenue Operations, Sales Operations, or Business Operations within B2B SaaS or platform businesses.
  • Experience with subscription and usage- or consumption-based business models is strongly preferred.
  • 5+ years leading multi-disciplinary RevOps or Sales Ops teams, including people managers, analysts, and systems owners.
  • Proven ownership of revenue forecasts, pipeline analytics, and GTM reporting at scale.
  • Demonstrated success leading deal governance and commercial policy with Sales, Finance, and Legal.
  • Experience designing and administering scalable sales compensation plans, including quota setting and territory design.
  • Track record of operating effectively in high-growth, fast-changing environments and guiding teams through change.
  • Deep proficiency with Salesforce and modern GTM tooling, including marketing automation, sales engagement, and BI or revenue analytics tools.
  • Strong analytical, problem-solving, written, and verbal communication skills with executive-ready presentation ability.
  • Bachelor’s degree in Business, Economics, Engineering, or a related field, or equivalent practical experience; MBA or advanced degree is a plus.

Benefits

  • $218,000 to $295,000 base salary, depending on location and experience.
  • Annual variable compensation.
  • Equity compensation.
  • Employee benefits and programs.
  • Remote-first work environment with flexible schedules.
  • Comprehensive healthcare coverage.
  • Paid family leave.
  • Flexible PTO.
  • Career and growth development support, including continuous learning.
  • Drone certification with company support.
  • Employee referral bonus.

Interested in this position?

Apply directly on the company website

Apply Now

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