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Vice President, Revenue Operations

Dropbox· Business Strategy & Ops
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Hybrid (Remote US)$348.5k - $471.5kFull-timePosted 3w ago

About the role

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, building a scalable revenue engine across SMB, Mid-Market, and Enterprise, and aligning demand generation, pipeline, sales, retention, and expansion with product-led, sales-assisted, and enterprise motions.

Responsibilities

  • Define and lead Dropbox’s global revenue operating strategy, ensuring the company’s GTM model supports long-term growth, efficiency, 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 strategy
  • Own the end-to-end revenue operating model across Sales, Marketing, Customer Success, and Support, including segmentation, territory design, operating rhythms, and cross-functional accountability
  • Lead company-wide annual and long-range revenue planning (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 to increase predictability and executive visibility
  • Define and evolve the revenue performance architecture (KPIs, operating cadences, inspection mechanisms, executive reviews)
  • Lead Revenue Operations across the full customer lifecycle from demand generation to renewal and expansion
  • Partner with Marketing leadership to oversee Marketing Operations and align demand generation with revenue outcomes
  • Partner with Finance on revenue strategy, pricing and packaging operations, deal governance, and incentive performance
  • Collaborate with Product and GTM leadership on operating strategy for new products, segments, and pricing changes
  • Oversee GTM technology ecosystem, data architecture, automation, and scalable workflows
  • Lead AI adoption across Revenue Operations to improve seller productivity, forecasting, and decision-making
  • Simplify legacy processes and drive enterprise-wide transformation across complex stakeholder environments
  • Build and develop a world-class Revenue Operations organization with clear accountability
  • Represent Revenue Operations in executive planning forums and GTM performance reviews

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 and key operational drivers across acquiring, expanding, and retaining customers
  • Demonstrated ability to identify operational challenges and implement scalable, data-driven solutions
  • Strong cross-functional leadership with the ability to influence senior stakeholders across Sales, Finance, Product, Marketing, and Customer orgs
  • 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

  • Stock in the form of Restricted Stock Units (RSUs)
  • Corporate bonus program or a sales incentive (target included in OTE) for regular employees
  • Eligibility for stock and incentive programs as part of total rewards package
  • Virtual First company policy and opportunities for flexible work arrangements
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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