{"id":2846,"date":"2026-07-24T07:10:01","date_gmt":"2026-07-24T07:10:01","guid":{"rendered":"https:\/\/tradefinder.help\/?p=2846"},"modified":"2026-07-24T07:10:01","modified_gmt":"2026-07-24T07:10:01","slug":"dropbox-senior-director-revenue-operations","status":"publish","type":"post","link":"https:\/\/tradefinder.help\/?p=2846","title":{"rendered":"Dropbox: Senior Director, Revenue Operations"},"content":{"rendered":"<p>\n  <strong>Headquarters:<\/strong> Remote &#8211; US: Select locations\n<\/p>\n<h2 class=\"p1\"><span class=\"s1\">Role Description<\/span><\/h2>\n<div><span class=\" author-d-4z65zz66zl57z75zyiz66zfr2fz87zwz89znujgz72zurz70zuz72z610z65zz65zlez84zz89zz72z9lz84z1z87zz86zz86ziidbe\">Dropbox is seeking a Head of Revenue Operations to lead and scale the operational foundation of the company&#8217;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 <\/span><span class=\"thread-833045333357425429963299 author-d-4z65zz66zl57z75zyiz66zfr2fz87zwz89znujgz72zurz70zuz72z610z65zz65zlez84zz89zz72z9lz84z1z87zz86zz86ziidbe\">SMB, Mid-Market, and Enterprise segments.<\/span> <span class=\" author-d-4z65zz66zl57z75zyiz66zfr2fz87zwz89znujgz72zurz70zuz72z610z65zz65zlez84zz89zz72z9lz84z1z87zz86zz86ziidbe\">This role will also oversee Marketing Operations, ensuring alignment between demand generation, pipeline creation, and revenue outcomes across the full customer lifecycle.<\/span><\/div>\n<div>\u00a0<\/div>\n<div><span class=\" author-d-4z65zz66zl57z75zyiz66zfr2fz87zwz89znujgz72zurz70zuz72z610z65zz65zlez84zz89zz72z9lz84z1z87zz86zz86ziidbe\">This leader will own revenue planning, forecasting, revenue operations, incentives, systems, analytics, and GTM infrastructure. Partnering closely with Sales, Finance, Product, Marketing, and Customer leadership, this role will play a critical role in strengthening execution rigor, improving forecast accuracy, and enabling Dropbox to scale across products, regions, and sales motions, including product-led, sales-assisted, and enterprise.<\/span><\/div>\n<h2 class=\"p1\"><span class=\"s1\">Responsibilities<\/span><\/h2>\n<ul>\n<li>\n<div>Own and continuously improve Dropbox&#8217;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<\/div>\n<\/li>\n<li>\n<div>Lead annual and quarterly revenue planning processes, including bookings targets, quota setting, capacity planning, territory design, and ramp assumptions<\/div>\n<\/li>\n<li>\n<div>Establish forecasting rigor, pipeline management processes, inspection cadences, and performance management standards that improve visibility and predictability across the business<\/div>\n<\/li>\n<li>\n<div>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<\/div>\n<\/li>\n<li>\n<div>Lead revenue operations across the customer lifecycle, from lead routing and opportunity management through renewal and expansion, ensuring scalable processes, governance, and execution excellence<\/div>\n<\/li>\n<li>\n<div>Partner with Data Science on analytical support and insights, experimentation and cadence for biz performance updates<\/div>\n<\/li>\n<li>\n<div>Partner with Finance on revenue planning, pricing operations, discounting frameworks, deal governance, sales compensation, and incentive design to support growth and operational discipline<\/div>\n<\/li>\n<li>\n<div>Partner with Customer Success and Support leadership to improve retention, renewal, and expansion outcomes through operational insights, reporting, and process optimization<\/div>\n<\/li>\n<li>\n<div>Enable GTM readiness and operational execution for new product launches, packaging changes, pricing updates, and growth initiatives<\/div>\n<\/li>\n<li>\n<div>Deliver executive-level reporting, business reviews, and performance insights that support decision-making across revenue leadership<\/div>\n<\/li>\n<li>\n<div>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<\/div>\n<\/li>\n<\/ul>\n<h2 class=\"p1\"><span class=\"s1\">Requirements<\/span><\/h2>\n<ul>\n<li>12+ years of experience in Revenue Operations, Sales Operations, GTM Operations, Finance, or related functions within a scaled SaaS or product-led growth company<\/li>\n<li>Proven experience leading revenue operations for multi-segment B2B organizations across SMB, Mid-Market, and Enterprise customer segments<\/li>\n<li>Deep expertise in forecasting, revenue planning, territory design, quota management, sales productivity, incentive compensation, and pipeline management<\/li>\n<li>Strong understanding of SaaS business models, revenue motions, and key operational drivers across acquisition, expansion, and retention<\/li>\n<li>Demonstrated ability to identify operational challenges and implement scalable, data-driven solutions that improve business performance<\/li>\n<li>Strong cross-functional leadership skills with the ability to influence senior stakeholders across Sales, Finance, Product, Marketing, and Customer organizations<\/li>\n<li>Experience supporting organizations through significant growth and GTM evolution, including PLG, sales-assisted, and enterprise motions<\/li>\n<li>Strong analytical and problem-solving capabilities, with extensive experience leveraging data to drive operational and business decisions<\/li>\n<li>Track record of building, developing, and leading high-performing revenue operations teams in a fast-paced, evolving environment<\/li>\n<\/ul>\n<h2>Preferred Qualifications<\/h2>\n<ul>\n<li>Proven track record implementing AI-enabled revenue solutions that deliver measurable improvements in efficiency, productivity, and business outcomes<\/li>\n<li>Demonstrated experience owning and scaling GTM technology ecosystems, with deep expertise in Salesforce and related revenue platforms<\/li>\n<\/ul>\n<h2><span class=\" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qowz81zz86z7z65z9wz73z7z75z6emz81zz70z4oz65zrz86z4dnz72ztz67zvoz67zl91\">Durable Skills<\/span><\/h2>\n<p><span class=\" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zdz87z113tz83zz67z5n8qpz80zpz89zoz69zcz76zz87zz88zz88z5gsnz85zu\">AI fluency means using these tools to <\/span><span class=\" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zdz87z113tz83zz67z5n8qpz80zpz89zoz69zcz76zz87zz88zz88z5gsnz85zu\"><em>amplify<\/em><\/span><span class=\" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zdz87z113tz83zz67z5n8qpz80zpz89zoz69zcz76zz87zz88zz88z5gsnz85zu\"> human judgment, not replace it. We believe people with these skills will thrive as work and technology<\/span> <span class=\" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zdz87z113tz83zz67z5n8qpz80zpz89zoz69zcz76zz87zz88zz88z5gsnz85zu\">continue to evolve:<\/span><\/p>\n<ul class=\"listtype-bullet listindent1 list-bullet1\">\n<li><span class=\" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zdz87z113tz83zz67z5n8qpz80zpz89zoz69zcz76zz87zz88zz88z5gsnz85zu\"><strong>Awareness:<\/strong><\/span> <span class=\" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotv4sz81zsz68zwz85z3z78zbz88z2z76zpz74z2v1z75zz67zz85zjlvz122zz122z6oaz84z\">U<\/span><span class=\" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zdz87z113tz83zz67z5n8qpz80zpz89zoz69zcz76zz87zz88zz88z5gsnz85zu\">nderstand <\/span><span class=\" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotv4sz81zsz68zwz85z3z78zbz88z2z76zpz74z2v1z75zz67zz85zjlvz122zz122z6oaz84z\">yourself<\/span><span class=\" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zdz87z113tz83zz67z5n8qpz80zpz89zoz69zcz76zz87zz88zz88z5gsnz85zu\"> and others<\/span><span class=\" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotv4sz81zsz68zwz85z3z78zbz88z2z76zpz74z2v1z75zz67zz85zjlvz122zz122z6oaz84z\">.<\/span><\/li>\n<li><span class=\" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zdz87z113tz83zz67z5n8qpz80zpz89zoz69zcz76zz87zz88zz88z5gsnz85zu\"><strong>Judgment:<\/strong><\/span> <span class=\" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotv4sz81zsz68zwz85z3z78zbz88z2z76zpz74z2v1z75zz67zz85zjlvz122zz122z6oaz84z\">E<\/span><span class=\" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zdz87z113tz83zz67z5n8qpz80zpz89zoz69zcz76zz87zz88zz88z5gsnz85zu\">valuat<\/span><span class=\" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotv4sz81zsz68zwz85z3z78zbz88z2z76zpz74z2v1z75zz67zz85zjlvz122zz122z6oaz84z\">e<\/span><span class=\" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zdz87z113tz83zz67z5n8qpz80zpz89zoz69zcz76zz87zz88zz88z5gsnz85zu\"> information and mak<\/span><span class=\" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotv4sz81zsz68zwz85z3z78zbz88z2z76zpz74z2v1z75zz67zz85zjlvz122zz122z6oaz84z\">e <\/span><span class=\" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zdz87z113tz83zz67z5n8qpz80zpz89zoz69zcz76zz87zz88zz88z5gsnz85zu\">decisions in complex situations<\/span><span class=\" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotv4sz81zsz68zwz85z3z78zbz88z2z76zpz74z2v1z75zz67zz85zjlvz122zz122z6oaz84z\">.<\/span><\/li>\n<li><span class=\" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zdz87z113tz83zz67z5n8qpz80zpz89zoz69zcz76zz87zz88zz88z5gsnz85zu\"><strong>Adaptability:<\/strong><\/span> <span class=\" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotv4sz81zsz68zwz85z3z78zbz88z2z76zpz74z2v1z75zz67zz85zjlvz122zz122z6oaz84z\">L<\/span><span class=\" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zdz87z113tz83zz67z5n8qpz80zpz89zoz69zcz76zz87zz88zz88z5gsnz85zu\">earn, adjust, and stay effective through change<\/span><span class=\" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotv4sz81zsz68zwz85z3z78zbz88z2z76zpz74z2v1z75zz67zz85zjlvz122zz122z6oaz84z\">.<\/span><\/li>\n<li><span class=\" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zdz87z113tz83zz67z5n8qpz80zpz89zoz69zcz76zz87zz88zz88z5gsnz85zu\"><strong>Connection:<\/strong><\/span> <span class=\" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotv4sz81zsz68zwz85z3z78zbz88z2z76zpz74z2v1z75zz67zz85zjlvz122zz122z6oaz84z\">C<\/span><span class=\" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zdz87z113tz83zz67z5n8qpz80zpz89zoz69zcz76zz87zz88zz88z5gsnz85zu\">ommunicat<\/span><span class=\" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotv4sz81zsz68zwz85z3z78zbz88z2z76zpz74z2v1z75zz67zz85zjlvz122zz122z6oaz84z\">e<\/span><span class=\" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zdz87z113tz83zz67z5n8qpz80zpz89zoz69zcz76zz87zz88zz88z5gsnz85zu\">, collaborat<\/span><span class=\" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotv4sz81zsz68zwz85z3z78zbz88z2z76zpz74z2v1z75zz67zz85zjlvz122zz122z6oaz84z\">e<\/span><span class=\" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zdz87z113tz83zz67z5n8qpz80zpz89zoz69zcz76zz87zz88zz88z5gsnz85zu\">, and build trust<\/span><span class=\" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotv4sz81zsz68zwz85z3z78zbz88z2z76zpz74z2v1z75zz67zz85zjlvz122zz122z6oaz84z\">.<\/span><\/li>\n<\/ul>\n<p><span class=\" author-d-iz88z86z86za0dz67zz78zz78zz74zz68zjz80zz71z9iz90z9z84z5u1z69zz90zlz73z3ly1nz76zw1r5kz89zz66z4z65zz65zjz122zf092\">To learn more about why these skills matter and what the data shows about thriving through change, read this <\/span><span class=\"attrlink url author-d-iz88z86z86za0dz67zz78zz78zz74zz68zjz80zz71z9iz90z9z84z5u1z69zz90zlz73z3ly1nz76zw1r5kz89zz66z4z65zz65zjz122zf092\"><a class=\"attrlink\" href=\"https:\/\/www.dropbox.jobs\/en\/our-blog\/employee-stories\/the-era-of-durable-skills-what-the-data-tells-us-about-thriving-in-change\/\" target=\"_blank\" rel=\"noopener\">blog post<\/a><\/span> <span class=\" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zdz87z113tz83zz67z5n8qpz80zpz89zoz69zcz76zz87zz88zz88z5gsnz85zu\">from<\/span><span class=\" author-d-iz88z86z86za0dz67zz78zz78zz74zz68zjz80zz71z9iz90z9z84z5u1z69zz90zlz73z3ly1nz76zw1r5kz89zz66z4z65zz65zjz122zf092\"> our Chief People Officer, Melanie Rosenwasser.<\/span><\/p>\n<h2><span class=\" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qowz81zqz90zkz74zz76zeez80zz68zz89zz88zvqz86zuxlz73zexxz80zz73z6d6z72zz79zsz77z\">Compensation<\/span><\/h2>\n<div class=\"content-pay-transparency\">\n<div class=\"pay-input\">\n<div class=\"description\">\n<p><span>US Zone 1<\/span><\/p>\n<p><span>This role is not available in Zone 1<\/span><\/p>\n<\/div>\n<div class=\"title\">US Zone 2<\/div>\n<div class=\"pay-range\"><span>$267,000<\/span><span class=\"divider\">\u2014<\/span><span>$361,200 USD<\/span><\/div>\n<\/div>\n<div class=\"pay-input\">\n<div class=\"title\">US Zone 3<\/div>\n<div class=\"pay-range\"><span>$237,300<\/span><span class=\"divider\">\u2014<\/span><span>$321,100 USD<\/span><\/div>\n<\/div>\n<\/div>\n<p><strong>To apply:<\/strong> <a href=\"https:\/\/weworkremotely.com\/remote-jobs\/dropbox-senior-director-revenue-operations-1\" target=\"_blank\" rel=\"noopener\">https:\/\/weworkremotely.com\/remote-jobs\/dropbox-senior-director-revenue-operations-1<\/a><\/p>","protected":false},"excerpt":{"rendered":"<p>Headquarters: Remote &#8211; US: Select locations Role Description Dropbox is seeking a Head of Revenue Operations to lead and scale the operational foundation of the company&#8217;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. This role [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-2846","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"featured_image_url":[],"post_author":"sonifashionhouse@gmail.com","assigned_categories":"Uncategorized","jetpack_featured_media_url":"","_links":{"self":[{"href":"https:\/\/tradefinder.help\/index.php?rest_route=\/wp\/v2\/posts\/2846","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/tradefinder.help\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/tradefinder.help\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/tradefinder.help\/index.php?rest_route=\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/tradefinder.help\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=2846"}],"version-history":[{"count":0,"href":"https:\/\/tradefinder.help\/index.php?rest_route=\/wp\/v2\/posts\/2846\/revisions"}],"wp:attachment":[{"href":"https:\/\/tradefinder.help\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=2846"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/tradefinder.help\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=2846"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/tradefinder.help\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=2846"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}