[Remote] Vice President, Revenue Operations

Note: The job is a remote job and is open to candidates in USA. Dropbox is seeking a Vice President of Revenue Operations to define and lead the operating strategy for its global B2B go-to-market organization. The role owns Revenue Operations and Marketing Operations across the customer lifecycle, including revenue planning, forecasting, GTM systems, analytics, and operational leadership.

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

Skills

• 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
• 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

Benefits

• All regular employees are eligible for the corporate bonus program or a sales incentive (target included in OTE).
• All regular employees are eligible for stock in the form of Restricted Stock Units (RSUs).
• Virtual First: teams work remotely with nonlinear schedules and core collaboration hours that support deep focus and individual working styles.
• Asynchronous communication to improve clarity, respect deep work time, and reduce unnecessary meetings.
• Regular team gatherings, on-demand workspaces, and Dropbox Neighborhood events.

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