Senior Director, Revenue Operations

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 SMB, Mid-Market, and Enterprise segments, and overseeing Marketing Operations to align demand generation, pipeline creation, and revenue outcomes.

Location: Remote - US: Select locations

Salary: $267,000–$361,200 USD (US Zone 2), $237,300–$321,100 USD (US Zone 3)

Responsibilities

• 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

• 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

Additional Information

• AI fluency means using these tools to amplify human judgment, not replace it. We believe people with these skills will thrive as work and technology continue to evolve: Awareness: Understand yourself and others. Judgment: Evaluate information and make decisions in complex situations. Adaptability: Learn, adjust, and stay effective through change. Connection: Communicate, collaborate, and build trust.