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Vice President, Revenue Operations

Dropbox· Business Strategy & Ops
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Hybrid (Remote Canada), RemoteFull-timePosted 3w ago

About the role

Executive responsible for defining and leading the global B2B revenue operating strategy, building a scalable revenue engine across SMB, Mid-Market, and Enterprise, and aligning demand generation, pipeline, sales, retention, and overall revenue performance.

Responsibilities

  • Define and lead Dropbox’s global revenue operating strategy, ensuring the company’s GTM model supports long-term growth and enterprise complexity
  • Serve as a strategic advisor to the Chief Business Officer and executive leadership with data-driven insights on growth, investment, and GTM design
  • Own the end-to-end revenue operating model across Sales, Marketing, Customer Success, and Support, including segmentation, coverage models, territory design, and operating rhythms
  • Lead company-wide annual and long-range revenue planning, including bookings targets, quota strategy, capacity planning, territory design, and resource allocation
  • Establish a best-in-class forecasting and pipeline management framework for increased predictability and executive visibility
  • Define and evolve the company’s revenue performance architecture with KPIs, cadences, and reviews assessing growth, productivity, and retention
  • Lead Revenue Operations across the full customer lifecycle, integrating demand generation, lead management, opportunity progression, renewal, and expansion
  • Partner with Marketing to oversee Marketing Operations and align demand generation with pipeline outcomes
  • Partner with Finance on revenue strategy, pricing, investment allocation, and performance management
  • Collaborate with Product and GTM leadership on operating strategy for new products, segments, and pricing changes
  • Own strategy and evolution of Dropbox’s GTM technology ecosystem (systems, data, automation)
  • Lead AI adoption across Revenue Operations to improve seller productivity, forecasting, and decision-making
  • Simplify legacy processes and drive enterprise-wide transformation across stakeholders
  • Build, lead, and develop a high-performing Revenue Operations organization with clear accountability
  • Represent Revenue Operations in executive planning forums as a trusted voice on GTM performance and priorities

Qualifications

  • 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
  • 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 operational drivers across acquisition, expansion, and retention
  • Demonstrated ability to identify operational challenges and implement scalable, data-driven solutions
  • Strong cross-functional leadership with ability to influence senior stakeholders across Sales, Finance, Product, Marketing, and Customer
  • Experience supporting growth and GTM evolution including PLG, sales-assisted, and enterprise motions
  • Strong analytical and problem-solving capabilities with data-driven decision making
  • Track record of building and leading high-performing revenue operations teams in fast-paced environments

Skills

Required:Revenue operations leadershipForecasting and pipeline management

Benefits

  • Read more about our benefits here.
Last updated Oct 22, 2026. Interested? Apply on the company site.
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About Dropbox

Discover Dropbox – secure, easy cloud storage for file sharing and collaboration. With Dash, save time and organize all your company content in one place.

Discover Dropbox – secure, easy cloud storage for file sharing and collaboration. With Dash, save time and organize all your company content in one place.

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