Dropbox
Senior Director, Revenue Operations
Remote (Worldwide)RemotePosted Today$267,000 – $361,200
Full TimeSeniorRemote
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Job Description
Role DescriptionDropbox 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 dr
Key Highlights
- 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
Qualifications
Required Qualifications
- 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
- 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
Skills & Technologies
Go
About the Company
Dropbox
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Job Details
Employment Type
Full Time
Experience Level
Senior
Salary Range
$267,000 – $361,200
Location
Remote (Worldwide)
Work Mode
Remote
Posted
Today