Senior Director, Revenue Operations

Senior Director, Revenue Operations at Dropbox - Anywhere in the World

What This Role Involves

The role involves leading and scaling the operational foundation of Dropbox's global B2B go-to-market organization. You will drive operational excellence across the revenue engine to enable predictable, efficient growth for SMB, Mid-Market, and Enterprise segments.

• Oversee Marketing Operations to ensure alignment between demand generation, pipeline creation, and revenue outcomes throughout the full customer lifecycle
• Own revenue planning, forecasting, operations, incentives, systems, analytics, and GTM infrastructure
• Partner closely with Sales, Finance, Product, Marketing, and Customer leadership to strengthen execution rigor, improve forecast accuracy, and enable Dropbox's scaling across products, regions, and sales motions

Day-to-Day Responsibilities

Responsibilities include:

• Continuously improving Dropbox's end-to-end revenue operating model by managing segmentation, account coverage, territory design, role clarity, and cross-functional handoffs across Sales, Marketing, Customer Success, and Support
• Leading annual and quarterly revenue planning processes to set bookings targets, quotas, capacity plans, territory designs, and ramp assumptions
• Establishing forecasting rigor, pipeline management processes, inspection cadences, and performance management standards that enhance visibility and predictability across the business
• Defining, tracking, and operationalizing core revenue and GTM KPIs such as pipeline coverage, win rates, ACV, sales cycle, productivity, CAC, velocity, retention, and expansion to identify performance gaps

What You Bring

You should bring:

• A proven track record of driving operational excellence in a high-growth SaaS environment
• Experience leading cross-functional teams and fostering collaboration across Sales, Marketing, Customer Success, and Support functions
• Strong financial acumen with experience in revenue planning, forecasting, and budgeting
• A deep understanding of B2B sales processes and the ability to design and implement effective go-to-market strategies
• Exceptional communication and leadership skills to influence cross-functional teams and senior leadership

About Dropbox

Dropbox is a leading cloud storage and file-sharing service that provides secure, reliable, and easy access to files for individuals and businesses worldwide. As part of the team, you'll contribute to our mission of transforming how people work and collaborate.

Next Steps

To apply, complete your application directly on this page, or you'll be redirected to the employer's application platform to finish submitting there.