dronedeploy - Senior Director, Revenue Operations & Strategy
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Requirements
• 8–12+ years in GTM Strategy, Revenue Operations, Sales Operations, or Business Operations within B2B SaaS or platform businesses, ideally including subscription and usage‑ or consumption‑based models. • 5+ years leading multi‑disciplinary RevOps or Sales Ops teams (people managers, analysts, systems owners) with a track record of building high‑performing teams. • Proven ownership of revenue forecasts, pipeline analytics, and GTM reporting at scale, with clear improvements in forecast accuracy, visibility, and accountability. • Demonstrated success leading deal governance and commercial policy (discounting, approvals, non‑standard terms) with Sales, Finance, and Legal. • Experience designing and administering scalable sales compensation plans, including quota setting, territory design, and performance analytics. • Track record of operating effectively in high‑growth, fast‑changing environments and guiding teams through change. • Deep proficiency with Salesforce and modern GTM tooling (marketing automation, sales engagement, BI/revenue analytics), including configuration and tool evaluation. • Advanced analytical and problem‑solving skills; able to move from ambiguous questions to structured analysis and action plans tied to clear metrics. • Excellent written and verbal communication; executive‑ready and skilled at turning complex data into simple, compelling narratives. • High‑impact self‑starter with strong ownership and a bias toward action; comfortable initiating and leading cross‑functional workstreams from concept through execution. • Strong process and operational thinking, with the ability to design and document end‑to‑end workflows and drive consistent adoption. • Bachelor’s degree in Business, Economics, Engineering, or related field, or equivalent practical experience. • MBA or advanced degree is a plus, not a requirement.
Responsibilities
• Serve as the CRO’s primary GTM strategy and operations partner across new business, expansion, and renewals. • Drive sales productivity working cross functionally to improve win rates, pipeline coverage, and sales cycle efficiency. • Lead and scale a high‑performing RevOps org (Sales/CS Ops, analytics, systems, deal desk). • Own the revenue forecast and pipeline inspection, driving accuracy, predictability, and accountability. • Run the GTM operating rhythm (forecast, pipeline reviews, QBRs, exec/board reviews) with clear expectations and follow‑through. • Turn GTM strategy into tight OKRs, KPIs, and initiatives tied to revenue, NRR, profitability, and efficiency with clear owners and measurable outcomes. • Own GTM analytics and KPI governance, maintaining a single, trusted view of performance. • Set and enforce commercial guardrails and run a strategic deal desk that balances speed, risk, and unit economics. • Design and administer scalable compensation plans (quotas, territories, accelerators, SPIFFs) aligned to growth and sales productivity • Define GTM coverage and territory strategy (segments, verticals, geos, account assignments) to maximize pipeline coverage, rep productivity, and market penetration. • Build an AI‑first GTM stack and AI agents that automate workflows, improve data quality, and boost seller productivity. • Continuously simplify and improve GTM processes and enablement, acting as connective tissue between GTM and the rest of the business.
Benefits
• Shape the GTM operating system: Lead the design of DroneDeploy’s next‑generation revenue engine—forecasting, pipeline, pricing, and systems—at a pivotal stage of growth toward and beyond $100M ARR. • Enterprise‑wide impact: Operate at the center of GTM strategy, influencing how we plan, invest, and execute across markets and segments. • Build an AI‑first RevOps function: Architect and scale a modern, AI‑enabled GTM stack and operating model, piloting AI agents and automation across the customer lifecycle. • Tackle complex, meaningful problems: Work on coverage and capacity planning, commercial guardrails, NRR expansion, and multi‑product, multi‑segment growth. • Leadership visibility and growth: Partner directly with senior executives and the Board while developing a high‑performing RevOps team. • Mission and product: Contribute to a platform used by customers transforming how work gets done in construction, energy, and other field‑intensive industries—connecting GTM strategy to real‑world impact. • (Benefits may vary by location and role) • These are just some of the perks you'll enjoy—there's more to discover once you join us! • Culture of Innovation & Collaboration – Thrive in an environment that values creativity and teamwork. • Drone Certification – Get certified and gain unique, hands-on skills with our full backing. • Flexible Work Arrangements – Enjoy autonomy with remote-first options and schedule flexibility. • Paid Family Leave – Take the time you need to support your family during life’s most important moments. • Comprehensive Healthcare Coverage – Plans designed to support your well-being. • Career & Growth Development – Build new skills and unlock opportunities through continuous learning. • Flexible PTO – Take time off when you need it to recharge—we trust you to manage your time well. • Employee Referral Bonus – Know someone great? Refer them and earn a bonus when they join our team.
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