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Senior Director, Revenue Operations at Dropbox. . Location: Remote - US: Select locations. Role Description. . 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 . SMB, Mid-Market, and Enterprise segments.. . This role will also oversee Marketing Operations, ensuring alignment between demand generation, pipeline creation, and revenue outcomes across the full customer lifecycle.. .  . . 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.. . 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. . . Durable Skills. . AI fluency means using these tools to . amplify. human judgment, not replace it. We believe people with these skills will thrive as work and technology. . continue to evolve:. . . Awareness:. . U. nderstand . yourself. and others. .. . Judgment:. . E. valuat. e. information and mak. e . decisions in complex situations. .. . Adaptability:. . L. earn, adjust, and stay effective through change. .. . Connection:. . C. ommunicat. e. , collaborat. e. , and build trust. .. . . To learn more about why these skills matter and what the data shows about thriving through change, read this . blog post. . from. our Chief People Officer, Melanie Rosenwasser.. . Compensation. US Zone 1. . This role is not available in Zone 1. US Zone 2. $267,000. - . $361,200. . USD. US Zone 3. $237,300. - . $321,100. . USD