DroneDeploy

Senior Director, Revenue Operations – Strategy

DroneDeploy

full-time

Posted on:

Location Type: Remote

Location: California • United States

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Salary

💰 $218,000 - $295,000 per year

Job Level

Senior

About the role

  • Serve as the CRO’s primary GTM strategy and operations partner across new business, expansion, and renewals.
  • Drive sales productivity working cross functionally to improve win rates, pipeline coverage, and sales cycle efficiency.
  • Lead and scale a high‑performing RevOps org (Sales/CS Ops, analytics, systems, deal desk).
  • Own the revenue forecast and pipeline inspection, driving accuracy, predictability, and accountability.
  • Run the GTM operating rhythm (forecast, pipeline reviews, QBRs, exec/board reviews) with clear expectations and follow‑through.
  • Turn GTM strategy into tight OKRs, KPIs, and initiatives tied to revenue, NRR, profitability, and efficiency with clear owners and measurable outcomes.
  • Own GTM analytics and KPI governance, maintaining a single, trusted view of performance.
  • Set and enforce commercial guardrails and run a strategic deal desk that balances speed, risk, and unit economics.
  • Design and administer scalable compensation plans (quotas, territories, accelerators, SPIFFs) aligned to growth and sales productivity.
  • Define GTM coverage and territory strategy (segments, verticals, geos, account assignments) to maximize pipeline coverage, rep productivity, and market penetration.
  • Build an AI‑first GTM stack and AI agents that automate workflows, improve data quality, and boost seller productivity.
  • Continuously simplify and improve GTM processes and enablement, acting as connective tissue between GTM and the rest of the business.

Requirements

  • 8–12+ years in GTM Strategy, Revenue Operations, Sales Operations, or Business Operations within B2B SaaS or platform businesses, ideally including subscription and usage‑ or consumption‑based models.
  • 5+ years leading multi‑disciplinary RevOps or Sales Ops teams (people managers, analysts, systems owners) with a track record of building high‑performing teams.
  • Proven ownership of revenue forecasts, pipeline analytics, and GTM reporting at scale, with clear improvements in forecast accuracy, visibility, and accountability.
  • Demonstrated success leading deal governance and commercial policy (discounting, approvals, non‑standard terms) with Sales, Finance, and Legal.
  • Experience designing and administering scalable sales compensation plans, including quota setting, territory design, and performance analytics.
  • Track record of operating effectively in high‑growth, fast‑changing environments and guiding teams through change.
  • Deep proficiency with Salesforce and modern GTM tooling (marketing automation, sales engagement, BI/revenue analytics), including configuration and tool evaluation.
  • Advanced analytical and problem‑solving skills; able to move from ambiguous questions to structured analysis and action plans tied to clear metrics.
  • Excellent written and verbal communication; executive‑ready and skilled at turning complex data into simple, compelling narratives.
  • High‑impact self‑starter with strong ownership and a bias toward action; comfortable initiating and leading cross‑functional workstreams from concept through execution.
  • Strong process and operational thinking, with the ability to design and document end‑to‑end workflows and drive consistent adoption.
  • Bachelor’s degree in Business, Economics, Engineering, or related field, or equivalent practical experience.
  • MBA or advanced degree is a plus, not a requirement.
Benefits
  • Culture of Innovation & Collaboration – Thrive in an environment that values creativity and teamwork.
  • Drone Certification – Get certified and gain unique, hands-on skills with our full backing.
  • Flexible Work Arrangements – Enjoy autonomy with remote-first options and schedule flexibility.
  • Paid Family Leave – Take the time you need to support your family during life’s most important moments.
  • Comprehensive Healthcare Coverage – Plans designed to support your well-being.
  • Career & Growth Development – Build new skills and unlock opportunities through continuous learning.
  • Flexible PTO – Take time off when you need it to recharge—we trust you to manage your time well.
  • Employee Referral Bonus – Know someone great? Refer them and earn a bonus when they join our team.
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
GTM strategyRevenue OperationsSales OperationsBusiness Operationspipeline analyticssales compensation plansquota settingterritory designanalytical skillsproblem-solving
Soft Skills
leadershipcommunicationself-starterownershipcross-functional collaborationoperational thinkingprocess designchange managementteam buildingnarrative development
Certifications
Bachelor’s degreeMBAadvanced degree