Senior Director, Revenue Operations

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Dropbox

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2007

🏢 Enterprise

⚡ Productivity

Cloud Storage • Enterprise • Productivity

Dropbox is a cloud-based service that provides tools for storing, sharing, and accessing files across devices. It offers features such as document sharing, video review, automatic backups, and AI-driven scheduling. Dropbox also provides solutions for different sectors like teams, sales, marketing, and education, and industries including construction, media, technology, and manufacturing. With a focus on security, Dropbox ensures files are encrypted and protected against tampering. It offers integrations with various productivity tools and is trusted by major companies for efficient file management and collaboration.

📋 Description

• Own and continuously improve Dropbox's end-to-end revenue operating model, including segmentation, account coverage, territory design, role clarity, and cross-functional handoffs across Sales, Marketing, Customer Success, and Support • 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 • Define, track, and operationalize core revenue and GTM KPIs (e.g., pipeline coverage, win rates, ACV, sales cycle, productivity, CAC, velocity, retention, and 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.

🏖️ Benefits

• Health insurance • 401(k) • Paid time off • Professional development opportunities