Senior Director, Revenue Operations

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<strong>Headquarters:</strong> Remote - US: Select locations

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<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>

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<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>

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<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>

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<div>Lead annual and quarterly revenue planning processes, including bookings targets, quota setting, capacity planning, territory design, and ramp assumptions</div>

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<div>Establish forecasting rigor, pipeline management processes, inspection cadences, and performance management standards that improve visibility and predictability across the business</div>

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<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>

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<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>

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<div>Partner with Data Science on analytical support and insights, experimentation and cadence for biz performance updates</div>

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<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>

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<div>Partner with Customer Success and Support leadership to improve retention, renewal, and expansion outcomes through operational insights, reporting, and process optimization</div>

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<div>Enable GTM readiness and operational execution for new product launches, packaging changes, pricing updates, and growth initiatives</div>

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<div>Deliver executive-level reporting, business reviews, and performance insights that support decision-making across revenue leadership</div>

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<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>

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<h2 class="p1"><span class="s1">Requirements</span></h2>

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<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 manageme