The opportunity
AI fluency means using these tools to amplify human judgment, not replace it.
What you'll do
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
What they're looking for
- + 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
