As the Head of Sales Ops and Analytics at Dropbox, you will lead the strategy, operating model, and team responsible for scaling a data-driven, efficient, and predictable go-to-market engine. This leader sits at the center of sales execution, partnering across Sales, Finance, Strategy, Marketing, Product, Customer Success, and Engineering to translate business priorities into durable systems, trusted metrics, streamlined processes, and actionable insights.
You will play a central role in sales planning, forecasting support, territory and account planning, pipeline visibility, seller productivity, and business performance analytics. You will also help shape the data and systems foundation that powers revenue execution, ensuring leaders and frontline teams can make faster, better decisions with confidence.
This is a highly visible leadership role for someone who enjoys building high-performing teams, simplifying complexity, and driving cross-functional outcomes. You will have the opportunity to influence senior leadership decisions, modernize critical GTM workflows, and create measurable impact on seller efficiency and business performance.
Responsibilities- Lead the Sales Operations and Analytics function, including strategy, organizational design, prioritization, and operating rhythms for the team.
- Own the sales operating backbone across planning, forecasting support, territory and account planning, pipeline visibility, reporting, and productivity measurement.
- Build and evolve the authoritative sales data foundation, including standardized metric definitions, trusted reporting tables, governance, SLAs, and cross-functional alignment.
- Partner across Sales, Finance, Strategy, Marketing, Product, Customer Success, and Engineering to design scalable processes, systems, dashboards, and insights that improve execution and decision-making.
- Drive automation and workflow improvements across core seller motions including account planning, quoting and approvals, outbound routing, and related revenue workflows.
- Establish a high-bar analytics practice that delivers actionable insights embedded in seller and leadership workflows.
- Hire, coach, and develop senior operations and analytics leaders while building a culture of rigor, urgency, and business impact.
- 15+ years of experience in sales operations, revenue operations, business operations, analytics, or closely related go-to-market leadership functions.
- 7+ years of people leadership experience, including leading senior managers and building high-performing, cross-functional teams.
- Deep experience with sales planning, forecasting, pipeline management, performance reporting, and operational cadence design in a complex B2B go-to-market environment.
- Proven track record of partnering effectively with executive stakeholders across Sales, Finance, Strategy, Product, and Engineering.
- Strong analytical and systems thinking, with experience building trusted metrics, data governance practices, and scalable reporting foundations.
- Experience driving process redesign and workflow automation across CRM, forecasting, quoting, or seller productivity workflows.
- Excellent communication and executive influence skills, including the ability to turn ambiguous business needs into clear operating plans and measurable outcomes.
- Experience leading both Sales Operations and Analytics under a single organizational umbrella.
- Experience supporting enterprise or multi-segment sales organizations with complex planning, forecasting, and renewal motions.
- Familiarity with modern GTM tooling and data ecosystems, including CRM, forecasting, engagement, and analytics platforms.
- Experience embedding AI-driven signals, predictive insights, or automation into go-to-market workflows.
- MBA or other advanced degree in business, analytics, economics, or a related field.
US Zone 1
This role is not available in Zone 1
What the Team is Saying
What We Do
We're a global community of bold visionaries and resourceful doers who are shaping the future of Dropbox—and with it the future of work. Our Virtual First model combines the flexibility of a distributed workplace with the power of human connection, making space for both meaningful work and meaningful relationships. With our start-up mindset and enterprise-level opportunities, you can be who you are and grow into who you’re meant to be. Here, you can own your impact to make work more intuitive, joyful, and human—for you as a Dropboxer and for hundreds of millions of people worldwide. If you're ready to push boundaries—and yourself—Dropbox is ready for you.
Why Work With Us
We believe people do their best work when empowered with autonomy and harmony, and we understand there’s no substitute for human connection. Our Virtual First model combines the flexibility of remote work with the power of in-person collaboration to create the best of both worlds: a distributed workplace, anchored in community.
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Employees work remotely.
While remote work is the primary experience for our employees, we also prioritize opportunities for quarterly in-person collaboration knowing that connection is vital to a thriving workforce. We focus on how we work, not where we work.
