Vice President, Revenue Operations at Dropbox

Job description

Role Description Dropbox is seeking a Vice President of Revenue Operations to define and lead the operating strategy for the company’s global B2B go-to-market organization. This executive will be responsible for building a high-performing, scalable revenue engine that enables predictable and efficient growth across SMB, Mid-Market, and Enterprise segments while supporting Dropbox’s evolution across product-led, sales-assisted, and enterprise motions. This leader will serve as a key strategic partner to the Chief Business Officer and broader executive leadership team, translating company strategy into the operating model, planning frameworks, systems, insights, and execution mechanisms required to deliver durable growth. The role will own Revenue Operations and Marketing Operations across the customer lifecycle, ensuring tight alignment between demand generation, pipeline creation, sales execution, retention, expansion, and overall revenue performance. The VP of Revenue Operations will have enterprise-wide accountability for revenue planning, forecasting, segmentation, capacity and coverage strategy, incentives, GTM systems, analytics, operating cadence, and revenue productivity. This leader will play a central role in shaping how Dropbox allocates resources, evaluates performance, scales new products and motions, and modernizes its GTM organization through data, automation, and AI. Responsibilities Define and lead Dropbox’s global revenue operating strategy, ensuring the company’s GTM model is designed to support long-term growth, efficiency, and increasing enterprise complexity Serve as a strategic advisor to the Chief Business Officer and executive leadership team, bringing data-driven insights and recommendations to critical decisions around growth, investment, resource allocation, organizational design, and GTM strategy Own the end-to-end revenue operating model across Sales, Marketing, Customer Success, and Support, including segmentation, coverage models, territory architecture, role design, operating rhythms, and cross-functional accountability Lead company-wide annual and long-range revenue planning, including bookings targets, quota strategy, capacity and workforce planning, territory design, productivity assumptions, investment scenarios, and resource allocation Establish a best-in-class forecasting and pipeline management framework that increases predictability, strengthens executive visibility, and enables earlier intervention against business performance risks Define and evolve the company’s revenue performance architecture, including the KPIs, operating cadences, inspection mechanisms, and executive business reviews used to assess growth, productivity, efficiency, retention, and expansion Lead Revenue Operations across the full customer lifecycle, creating scalable and integrated processes from demand generation and lead management through opportunity conversion, renewal, expansion, and customer growth Partner with Marketing leadership to oversee Marketing Operations and ensure strong alignment between demand generation investments, pipeline creation, segmentation, campaign performance, and downstream revenue outcomes Partner closely with Finance on revenue strategy and planning, pricing and packaging operations, investment allocation, deal governance, incentive compensation, and performance management Partner with Product and GTM leadership to define the operating strategy for new products, new customer segments, pricing changes, packaging evolution, and emerging sales motions Own the strategy and evolution of Dropbox’s GTM technology ecosystem, ensuring systems, data architecture, automation, and workflows scale effectively with the business Lead the adoption of AI across Revenue Operations and the broader GTM organization, identifying opportunities to fundamentally improve seller productivity, forecasting, customer targeting, planning, decision-making, and operational efficiency Simplify legacy processes, systems, and organizational structures where needed, driving enterprise-wide transformation and change management across a complex stakeholder environment Build, lead, and develop a world-class Revenue Operations organization, including strong leadership succession, organizational design, talent development, and clear accountability across teams Represent Revenue Operations in executive-level and company-wide planning forums, serving as a trusted voice on GTM performance, risks, opportunities, and operating priorities Requirements 15+ 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 $348,500 — $471,500 USD US Zone 2 $348,500 — $471,500 USD US Zone 3 $348,500 — $471,500 USD

Requirements

Must-haves

Role Description
Define and lead Dropbox’s global revenue operating strategy, ensuring the company’s GTM model is designed to support long-term growth, efficiency, and increasing enterprise complexity
Establish a best-in-class forecasting and pipeline management framework that increases predictability, strengthens executive visibility, and enables earlier intervention against business performance risks
Lead Revenue Operations across the full customer lifecycle, creating scalable and integrated processes from demand generation and lead management through opportunity conversion, renewal, expansion, and customer growth
Partner with Marketing leadership to oversee Marketing Operations and ensure strong alignment between demand generation investments, pipeline creation, segmentation, campaign performance, and downstream revenue outcomes
Partner closely with Finance on revenue strategy and planning, pricing and packaging operations, investment allocation, deal governance, incentive compensation, and performance management
Partner with Product and GTM leadership to define the operating strategy for new products, new customer segments, pricing changes, packaging evolution, and emerging sales motions
Own the strategy and evolution of Dropbox’s GTM technology ecosystem, ensuring systems, data architecture, automation, and workflows scale effectively with the business
Simplify legacy processes, systems, and organizational structures where needed, driving enterprise-wide transformation and change management across a complex stakeholder environment
Build, lead, and develop a world-class Revenue Operations organization, including strong leadership succession, organizational design, talent development, and clear accountability across teams
Represent Revenue Operations in executive-level and company-wide planning forums, serving as a trusted voice on GTM performance, risks, opportunities, and operating priorities
15+ 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

Nice-to-haves

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 $348,500 — $471,500 USD US Zone 2 $348,500 — $471,500 USD US Zone 3 $348,500 — $471,500 USD

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