Senior Director, Revenue Operations & Governance

< ><span >Role Description< ><

> < ><span >Dropbox is seeking a Head of 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 < ><span >SMB, Mid-Market, and Enterprise segments.< > <span >This role will also oversee Marketing Operations, ensuring alignment between demand generation, pipeline creation, and revenue outcomes across the full customer lifecycle.< ><

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> < ><span >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 >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<

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> < > < >Lead annual and quarterly revenue planning processes, including bookings targets, quota setting, capacity planning, territory design, and ramp assumptions<

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> < > < >Establish forecasting rigor, pipeline management processes, inspection cadences, and performance management standards that improve visibility and predictability across the business<

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> < > < >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<

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> < > < >Lead revenue operations across the customer lifecycle, from lead routing and opportunity management through renewal and expansion, ensuring scalable processes, governance, and execution excellence<

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> < > < >Partner with Data Science on analytical support and insights, experimentation and cadence for biz performance updates<

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> < > < >Partner with Finance on revenue planning, pricing operations, discounting frameworks, deal governance, sales compensation, and incentive design to support growth and operational discipline<

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> < > < >Partner with Customer Success and Support leadership to improve retention, renewal, and expansion outcomes through operational insights, reporting, and process optimization<

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> < > < >Enable GTM readiness and operational execution for new product launches, packaging changes, pricing updates, and growth initiatives<

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> < > < >Deliver executive-level reporting, business reviews, and performance insights that support decision-making across revenue leadership<

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> < > < >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<

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> < ><span >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<
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> < >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<
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> < ><span >Durable Skills< ><

> <p><span >AI fluency means using these tools to