# Senior Director, Revenue Operations

**Company**: Dropbox
**Location**: Remote - US: Select locations
**Work arrangement**: remote
**Experience**: executive
**Job type**: full-time
**Salary**: $267,000-$361,200 USD
**Category**: Operations
**Industry**: Technology

**Apply**: https://job-boards.greenhouse.io/dropbox/jobs/8067364?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply
**Canonical**: https://yubhub.co/jobs/job_5ccbb78f-db8

## Description

Dropbox is seeking a Senior Director, 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.

The Senior Director, Revenue Operations will own revenue planning, forecasting, revenue operations, incentives, systems, analytics, and GTM infrastructure.

## 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

## Preferred Qualifications

- 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

## Compensation

- US Zone 2: $267,000-$361,200 USD

- US Zone 3: $237,300-$321,100 USD

## Skills

### Required
- Revenue Operations
- Sales Operations
- GTM Operations
- Finance
- Forecasting
- Revenue Planning
- Territory Design
- Quota Management
- Sales Productivity
- Incentive Compensation
- Pipeline Management
- SaaS business models
- Data Analysis
- Leadership
- Cross-functional collaboration

### Nice to have
- AI-enabled revenue solutions
- GTM technology ecosystems
- Salesforce

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Source: [Apply at job-boards.greenhouse.io](https://job-boards.greenhouse.io/dropbox/jobs/8067364?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)