Senior Director Revenue Operations

• 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

• 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

• Proven track record implementing AI-enabled revenue solutions that deliver measurable improvements in efficiency productivity and business outcomes
• Demonstrated experience owning and scaling GTM technology ecosystems with deep expertise in Salesforce and related revenue platforms

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.

To learn more about why these skills matter and what the data shows about thriving through change read this blog post from our Chief People Officer Melanie Rosenwasser.

How does Dropbox ensure its pay and bonus plans are competitive?

What We Do

We're a global community of bold visionaries and resourceful doers who are shaping the future of Dropbox—and with it the future of work. Our Virtual First model combines the flexibility of a distributed workplace with the power of human connection making space for both meaningful work and meaningful relationships. With our start-up mindset and enterprise-level opportunities you can be who you are and grow into who you’re meant to be. Here you can own your impact to make work more intuitive joyful and human—for you as a Dropboxer and for hundreds of millions of people worldwide. If you're ready to push boundaries—and yourself—Dropbox is ready for you.

Why Work With Us

We believe people do their best work when empowered with autonomy and harmony and we understand there’s no substitute for human connection. Our Virtual First model combines the flexibility of remote work with the power of in-person collaboration to create the best of both worlds: a distributed workplace anchored in community.

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