Vice President, Revenue Operations
Dropbox INC · 🇨🇦 Remote - Canada: Select locations · Remote
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Sponsor Radar — Dropbox INC
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About the role
Role Description 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. This executive will be responsible for building a high-performing, scalable revenue engine that enables predictable and efficient growth across SMB, Mid-Market, and Enterprise segments while supporting Dropbox’s evolution across product-led, sales-assisted, and enterprise motions. This leader will serve as a key strategic partner to the Chief Business Officer and broader executive leadership team, translating company strategy into the operating model, planning frameworks, systems, insights, and execution mechanisms required to deliver durable growth. The role will own Revenue Operations and Marketing Operations across the customer lifecycle, ensuring tight alignment between demand generation, pipeline creation, sales execution, retention, expansion, and overall revenue performance. The VP of Revenue Operations will have enterprise-wide accountability for revenue planning, forecasting, segmentation, capacity and coverage strategy, incentives, GTM systems, analytics, operating cadence, and revenue productivity. This leader will play a central role in shaping how Dropbox allocates resources, evaluates performance, scales new products and motions, and modernizes its GTM organization through data, automation, and AI. 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 • Partner with Product and GTM leadership to define the operating strategy for new products, new customer segments, pricing changes, packaging evolution, and emerging sales motions • Own the strategy and evolution of Dropbox’s GTM technology ecosystem, ensuring systems, data architecture, automation, and workflows scale effectively with the business • Lead the adoption of AI across Rev