Opportunity at
DropboxVice President, Revenue Operations
Dropbox is seeking a Vice President, Revenue Operations to shape and direct the operating strategy for its global B2B go-to-market division in Austin. This on-site executive…
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About This Role
Dropbox is seeking a Vice President, Revenue Operations to shape and direct the operating strategy for its global B2B go-to-market division in Austin. This on-site executive role requires building scalable revenue frameworks that ensure predictable growth across SMB, Mid-Market, and Enterprise groups, while supporting product-led, sales-assisted, and enterprise strategies. The person in this position acts as a primary strategic advisor to the Chief Business Officer and executive team by converting…
Job Description
Dropbox is seeking a Vice President, Revenue Operations to shape and direct the operating strategy for its global B2B go-to-market division in Austin. This on-site executive role requires building scalable revenue frameworks that ensure predictable growth across SMB, Mid-Market, and Enterprise groups, while supporting product-led, sales-assisted, and enterprise strategies. The person in this position acts as a primary strategic advisor to the Chief Business Officer and executive team by converting corporate strategy into actionable operating models, systems, insights, and plans. The job suits an experienced leader who can oversee the entire customer lifecycle across Marketing Operations and Revenue Operations, ensuring seamless coordination from lead generation to renewal and expansion. The scope includes enterprise-wide responsibility for forecasting, revenue planning, segmentation, capacity models, sales incentives, analytics, and GTM technology systems. The chosen leader will also guide the adoption of automation and artificial intelligence to boost seller productivity and operational efficiency across the organization.
Responsibilities
- Formulate and direct the global revenue operating strategy to support long-term growth and efficiency
- Advise the Chief Business Officer and executive leadership on growth, resource allocation, and organizational design
- Manage the complete revenue operating model spanning Sales, Marketing, Customer Support, and Customer Success
- Drive company-wide annual and long-range revenue planning including bookings targets, quotas, and workforce capacity
- Build a robust forecasting and pipeline management framework to enhance predictability and mitigate business risks
- Define metrics, operating cadences, and review mechanisms to evaluate growth, retention, and efficiency
- Oversee Revenue Operations across the entire customer lifecycle from initial demand generation through expansion
- Collaborate with Marketing leadership to supervise Marketing Operations and align campaign performance with revenue
- Partner with Finance regarding pricing, packaging, investment allocation, deal governance, and incentive compensation
- Work alongside Product and GTM leaders to establish operating strategies for new product rollouts and pricing modifications
- Manage the architecture and scaling of the go-to-market technology ecosystem and automation workflows
- Drive artificial intelligence adoption across Revenue Operations to optimize forecasting, targeting, and productivity
- Streamline legacy processes and structures through change management across complex stakeholder environments
- Recruit, mentor, and develop a high-performing Revenue Operations team with clear accountability
- Represent Revenue Operations in company-wide planning sessions as a trusted voice on performance and priorities
Requirements
- Minimum of 15 years of experience in Revenue Operations, Sales Operations, GTM Operations, Finance, or related areas within a scaled SaaS or product-led growth company
- Demonstrated background leading revenue operations for multi-segment B2B operations across SMB, Mid-Market, and Enterprise tiers
- Advanced expertise in forecasting, revenue planning, territory design, quota management, sales productivity, and compensation
- Extensive understanding of SaaS business models and operational drivers across acquisition, expansion, and retention
- Proven ability to spot operational hurdles and deploy data-driven solutions to boost business results
- Cross-functional leadership capabilities to influence senior stakeholders across Sales, Finance, Product, and Marketing
- Experience helping organizations scale through major go-to-market evolutions including PLG and sales-assisted motions
- Strong analytical skills with a history of utilizing data to guide business and operational decisions
- Track record of building and directing high-performing revenue operations teams in fast-paced settings
Qualifications
- Proven success implementing AI-enabled revenue tools that produce measurable productivity and efficiency gains
- Demonstrated experience owning and scaling GTM tech ecosystems with deep familiarity in Salesforce and related platforms
Core Skills
Frequently Asked Questions
What is the employment type and work location for this role?
This is a full-time, on-site position located in Austin.
What is the salary range for the Vice President, Revenue Operations role?
The salary is not stated in the job posting.
How many years of experience are required?
Candidates must have 15 or more years of experience in Revenue Operations, Sales Operations, GTM Operations, Finance, or related functions within a scaled SaaS or product-led growth company.
Sample Interview Questions
AI-generated questions tailored to this specific role — a preview of the full practice set.