Senior Director, Revenue Operations

2 months, 2 weeks ago
Full-time
Executive
Sales and Business Development
Dropbox

Dropbox

Dropbox is a technology company that builds simple, powerful products for individuals and businesses. With over 700 million registered users worldwide, Dropbox offers file sync, sharing, online backup, cloud storage, collaboration tools, and more to st...

Internet Software & Services
1K-5K
Founded 2007

Description

  • Own and improve the end-to-end revenue operating model, including segmentation, account coverage, territory design, role clarity, and cross-functional handoffs.
  • Lead annual and quarterly revenue planning, including bookings targets, quota setting, capacity planning, territory design, and ramp assumptions.
  • Establish forecasting rigor, pipeline management processes, inspection cadences, and performance management standards.
  • Define, track, and operationalize core revenue and GTM KPIs and drive actions on performance gaps.
  • Lead revenue operations across the customer lifecycle from lead routing and opportunity management through renewal and expansion.
  • Partner with Data Science on analytics, experimentation, and business performance reporting.
  • Partner with Finance on pricing, discounting, deal governance, sales compensation, and incentive design.
  • Partner with Customer Success and Support to improve retention, renewal, and expansion outcomes.
  • Enable GTM readiness for product launches, packaging changes, pricing updates, and growth initiatives.
  • Build, lead, and develop a high-performing Revenue Operations organization and drive adoption of AI-enabled solutions.

Requirements

  • 12+ years of experience in Revenue Operations, Sales Operations, GTM Operations, Finance, or a related function within a scaled SaaS or product-led growth company.
  • Experience leading revenue operations for multi-segment B2B organizations across SMB, Mid-Market, and Enterprise.
  • Deep expertise in forecasting, revenue planning, territory design, quota management, sales productivity, incentive compensation, and pipeline management.
  • Strong understanding of SaaS business models and operational drivers across acquisition, expansion, and retention.
  • Proven ability to identify operational challenges and implement scalable, data-driven solutions.
  • Strong cross-functional leadership and influence with senior stakeholders across Sales, Finance, Product, Marketing, and Customer teams.
  • Experience supporting growth and GTM evolution, including PLG, sales-assisted, and enterprise motions.
  • Strong analytical and problem-solving skills with extensive experience using data for business decisions.
  • Track record of building and leading high-performing revenue operations teams in a fast-paced environment.
  • Preferred: Experience implementing AI-enabled revenue solutions.
  • Preferred: Experience owning and scaling GTM technology ecosystems, with deep expertise in Salesforce and related revenue platforms.

Benefits

  • Competitive salary range of $296,700–$401,300 USD for US Zone 1.
  • Competitive salary range of $267,000–$361,200 USD for US Zone 2.
  • Competitive salary range of $237,300–$321,100 USD for US Zone 3.

Interested in this position?

Apply directly on the company website

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