Dropbox: Senior Director, Revenue Operations

Position Overview

The position being offered is for a Senior Director of Revenue Operations at Dropbox, an influential role within the Revenue Operations team. The successful candidate will play a pivotal role in steering the operational foundation for the company’s global B2B go-to-market organization. This leadership position entails overseeing and optimizing Dropbox's operational excellence through a revenue engine aimed at driving predictable growth across various segments including SMB, Mid-Market, and Enterprise segments.

Key Responsibilities

The responsibilities of this position are extensive and crucial for achieving revenue goals. Key responsibilities include:

• Own and continuously enhance the overall revenue operating model. This encompasses segmentation strategies, account coverage, and territory design, ensuring clarity in role responsibilities across Sales, Marketing, Customer Success, and Support.

• Lead revenue planning efforts annually and quarterly by setting targets for bookings, creating quotas, planning capacity, and designing territories.

• Establish forecasting precision and implement robust pipeline management processes. These processes aim to enhance visibility and predictability throughout the organization.

• Define, track, and operationalize key performance indicators (KPIs) related to revenue and go-to-market strategies, identifying areas needing improvement and ensuring operational enhancements.

• Lead revenue operations through the entire customer lifecycle, ensuring scalable processes and governance that drive excellence in execution from lead management to renewals.

• Collaborate with Data Science teams to gain insights and analytical support, enhancing business performance over time.

• Partner with Finance to handle revenue forecasting, price operations, and sales compensation frameworks, all designed to support growth.

• Foster collaboration with Customer Success and Support leadership to improve customer retention, renewal rates, and expansion outcomes.

• Enable operational execution for new product launches and changes in pricing or packaging to maintain seamless transitions.

• Report on business performance and conduct executive-level reviews to facilitate effective decision-making in revenue leadership.

• Build and lead a high-performing team focused on operational excellence and adoption of AI-enabled solutions designed to enhance productivity and business outcomes.

Required Skills

The ideal candidate should possess a highly relevant skill set, essential for effectively executing the responsibilities of the role. Among the required skills and qualifications are:

• A minimum of 12+ years of experience in positions related to Revenue Operations, Sales Operations, or Finance, particularly within a scaled Software as a Service (SaaS) or product-led company.

• Demonstrable experience leading revenue operations for multi-segment B2B organizations.

• Proficient in forecasting, revenue planning, territory design, and understanding key operational drivers relevant to customer acquisition, retention, and expansion.

• Proven capability to tackle operational challenges and develop scalable solutions based on data analysis.

• Strong leadership abilities capable of influencing cross-functional teams including Sales, Finance, Product, Marketing, and Customer Support.

• Proven experience responding to organizational growth and adapting go-to-market approaches effectively.

• Effective analytical and problem-solving skills, with a history of utilizing data for decision-making.

• Experience in forming and nurturing high-performing teams in dynamic environments.

Preferred Qualifications

While not mandatory, the following preferred qualifications can significantly enhance a candidate's profile:

• A strong track record of implementing AI-driven revenue solutions that yield measurable business performance improvements.

• Significant experience managing and scaling go-to-market technology ecosystems, particularly with expertise in Salesforce or similar revenue platforms.

Compensation

The compensation package for this position varies based on the applicant's location within the US. For those situated in Zone 2, the salary range is $267,000 to $361,200. In Zone 3, it is $237,300 to $321,100. This level of compensation reflects the strategic importance of the role and the expertise required to fulfill its demands successfully.

Conclusion

This role at Dropbox is an exciting opportunity for experienced professionals in Revenue Operations aspiring to make a significant impact within a fast-growing organization. The ideal candidate will have a robust combination of leadership capabilities, operational expertise, and the analytical mindset necessary to navigate complex business challenges effectively. With a comprehensive understanding of revenue operations and a proven track record of leading teams to success, this position represents a career-defining opportunity in a well-regarded company. The role is remote, allowing candidates from anywhere in the world to apply, marking it as a highly accessible opportunity for qualified individuals looking to advance their careers in revenue operations.

This job offer was originally published on weworkremotely.com