Senior Director, Revenue Operations

<h2 class="p1"><span class="s1">Role Description</span></h2> <div><span class=" author-d-4z65zz66zl57z75zyiz66zfr2fz87zwz89znujgz72zurz70zuz72z610z65zz65zlez84zz89zz72z9lz84z1z87zz86zz86ziidbe">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 </span><span class="thread-833045333357425429963299 author-d-4z65zz66zl57z75zyiz66zfr2fz87zwz89znujgz72zurz70zuz72z610z65zz65zlez84zz89zz72z9lz84z1z87zz86zz86ziidbe">SMB, Mid-Market, and Enterprise segments.</span> <span class=" author-d-4z65zz66zl57z75zyiz66zfr2fz87zwz89znujgz72zurz70zuz72z610z65zz65zlez84zz89zz72z9lz84z1z87zz86zz86ziidbe">This role will also oversee Marketing Operations, ensuring alignment between demand generation, pipeline creation, and revenue outcomes across the full customer lifecycle.</span></div> <div>&nbsp;</div> <div><span class=" author-d-4z65zz66zl57z75zyiz66zfr2fz87zwz89znujgz72zurz70zuz72z610z65zz65zlez84zz89zz72z9lz84z1z87zz86zz86ziidbe">This leader will own revenue planning, forecasting, revenue operations, incentives, systems, analytics, and GTM infrastructure. Partnering closely with Sales, Finance, Product, Marketing, and Customer leadership, this role will play a critical role in strengthening execution rigor, improving forecast accuracy, and enabling Dropbox to scale across products, regions, and sales motions, including product-led, sales-assisted, and enterprise.</span></div> <h2 class="p1"><span class="s1">Responsibilities</span></h2> <ul> <li> <div>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</div> </li> <li> <div>Lead annual and quarterly revenue planning processes, including bookings targets, quota setting, capacity planning, territory design, and ramp assumptions</div> </li> <li> <div>Establish forecasting rigor, pipeline management processes, inspection cadences, and performance management standards that improve visibility and predictability across the business</div> </li> <li> <div>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</div> </li> <li> <div>Lead revenue operations across the customer lifecycle, from lead routing and opportunity management through renewal and expansion, ensuring scalable processes, governance, and execution excellence</div> </li> <li> <div>Partner with Data Science on analytical support and insights, experimentation and cadence for biz performance updates</div> </li> <li> <div>Partner with Finance on revenue planning, pricing operations, discounting frameworks, deal governance, sales compensation, and incentive design to support growth and operational discipline</div> </li> <li> <div>Partner with Customer Success and Support leadership to improve retention, renewal, and expansion outcomes through operational insights, reporting, and process optimization</div> </li> <li> <div>Enable GTM readiness and operational execution for new product launches, packaging changes, pricing updates, and growth initiatives</div> </li> <li> <div>Deliver executive-level reporting, business reviews, and performance insights that support decision-making across revenue leadership</div> </li> <li> <div>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</div> </li> </ul> <h2 class="p1"><span class="s1">Requirements</span></h2> <ul> <li>12+ years of experience in Revenue Operations, Sales Operations, GTM Operations, Finance, or related functions within a scaled SaaS or product-led growth company</li> <li>Proven experience leading revenue operations for multi-segment B2B organizations across SMB, Mid-Market, and Enterprise customer segments</li> <li>Deep expertise in forecasting, revenue planning, territory design, quota management, sales productivity, incentive compensation, and pipeline management</li> <li>Strong understanding of SaaS business models, revenue motions, and key operational drivers across acquisition, expansion, and retention</li> <li>Demonstrated ability to identify operational challenges and implement scalable, data-driven solutions that improve business performance</li> <li>Strong cross-functional leadership skills with the ability to influence senior stakeholders across Sales, Finance, Product, Marketing, and Customer organizations</li> <li>Experience supporting organizations through significant growth and GTM evolution, including PLG, sales-assisted, and enterprise motions</li> <li>Strong analytical and problem-solving capabilities, with extensive experience leveraging data to drive operational and business decisions</li> <li>Track record of building, developing, and leading high-performing revenue operations teams in a fast-paced, evolving environment</li> </ul> <h2>Preferred Qualifications</h2> <ul> <li>Proven track record implementing AI-enabled revenue solutions that deliver measurable improvements in efficiency, productivity, and business outcomes</li> <li>Demonstrated experience owning and scaling GTM technology ecosystems, with deep expertise in Salesforce and related revenue platforms</li> </ul> <h2><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qowz81zz86z7z65z9wz73z7z75z6emz81zz70z4oz65zrz86z4dnz72ztz67zvoz67zl91">Durable Skills</span></h2> <p><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zdz87z113tz83zz67z5n8qpz80zpz89zoz69zcz76zz87zz88zz88z5gsnz85zu">AI fluency means using these tools to </span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zdz87z113tz83zz67z5n8qpz80zpz89zoz69zcz76zz87zz88zz88z5gsnz85zu"><em>amplify</em></span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zdz87z113tz83zz67z5n8qpz80zpz89zoz69zcz76zz87zz88zz88z5gsnz85zu"> human judgment, not replace it. We believe people with these skills will thrive as work and technology</span> <span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zdz87z113tz83zz67z5n8qpz80zpz89zoz69zcz76zz87zz88zz88z5gsnz85zu">continue to evolve:</span></p> <ul class="listtype-bullet listindent1 list-bullet1" data-testid="bullet-list" data-test-indentation="1"> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zdz87z113tz83zz67z5n8qpz80zpz89zoz69zcz76zz87zz88zz88z5gsnz85zu"><strong>Awareness:</strong></span> <span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotv4sz81zsz68zwz85z3z78zbz88z2z76zpz74z2v1z75zz67zz85zjlvz122zz122z6oaz84z">U</span><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zdz87z113tz83zz6