Senior Director, Revenue Operations

Dropbox

Head of Revenue Operations at Dropbox, enhancing operational efficiency for global B2B sales. Collaborating across segments to ensure effective revenue strategies.

Posted 7/23/2026full-timeRemote • 🇺🇸 United StatesSenior💰 $267,000 - $361,200 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in Revenue Operations, including forecasting, territory design, and quota management, while driving operational excellence and scalable processes. Proven ability to lead cross-functional teams and leverage data-driven insights to enhance business performance in a SaaS environment.

Highest-signal resume keywords

Revenue Operations LeadershipForecasting ExpertiseCross-Functional CollaborationData-Driven Decision MakingSaaS Business Model Understanding

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Revenue PlanningPipeline ManagementQuota ManagementSales ProductivityIncentive CompensationTerritory DesignGTM KPIsPerformance ManagementAccount CoverageOperational Insights

Soft Skills

Cross-Functional LeadershipAnalytical Problem SolvingStakeholder InfluenceTeam DevelopmentCommunication

Tools & Technologies

Data Analytics ToolsCRM SystemsBusiness Intelligence SoftwareRevenue Management PlatformsAI-Enabled Solutions

Industry Keywords

SaaSB2BProduct-Led GrowthCustomer LifecycleRevenue MotionsRetentionExpansionSales CyclePerformance InsightsOperational Discipline

About the role

Key responsibilities & impact

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

What you’ll need

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

Comp & perks

Health insurance
401(k) matching
Professional development
Remote work options