Vice President, Revenue Operations

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

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