Senior Director, Revenue Operations

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.