Senior Director, Revenue Operations

Dropbox·Remote - Canada: Select locationsRemotesenior

In short

→Líder de operaciones de revenue global para B2B, escalando la estructura de ventas, marketing y éxito del cliente.
→Se enfoca en planificación de ingresos, pronósticos precisos, KPIs clave y gestión de sistemas y compensaciones.
→Destacado: lidera la integración de IA en procesos operativos para mejorar rendimiento y eficiencia.

Fluent in English (required for executive-level communication)

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What they ask for

✓Liderazgo de equipos de Revenue Operations a nivel global
✓Experiencia en planificación de ingresos, forecasting y diseño de territorios
✓Conocimiento profundo de KPIs de revenue y GTM
✓Capacidad para alinear operaciones con Sales, Marketing, Customer Success y Finance
✓Experiencia en implementación de sistemas y procesos escalables
✓Proeza en gestión de lanzamientos de producto y cambios de precios

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Revenue PlanningForecastingSales CompensationCRM (Salesforce)Data AnalyticsBI ToolsPipeline ManagementTerritory DesignAccount CoverageGo-to-Market (GTM) Infrastruct

Who should you write to at Dropbox?

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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 <h2 class="p1&quot

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