Director, Revenue Strategy & Intelligence

Company Description

Dropbox is a special place where we are all seeking to fulfill our mission to design a more enlightened way of working. We’re looking for innovative talent to join us on our journey. The words shared by our founders at the start of Dropbox still ring true today. Wouldn’t it be great if our working environment—and the tools we use—were designed with people’s actual needs in mind? Imagine if every minute at work were well spent—if we could focus and spend our time on the things that matter. This is possible, and Dropbox is connecting the dots. The nearly 3,000 Dropboxers around the world have helped make Dropbox a living workspace - the place where people come together and their ideas come to life. Our 700+ million global users have been some of our best salespeople, and they have helped us acquire customers with incredible efficiency. As a result, we reached a billion dollar revenue run rate faster than any software-as-a-service company in history. Dropbox is making the dream of a fulfilling and seamless work life a reality. We hope you’ll join us on the journey.

Team Description

Our Sales and Channel teams share Dropbox Business with companies around the world, helping them understand the power Dropbox has to offer teams at scale. The Sales Strategy team develops insights to assess business performance, and leads initiatives to identify new sources of growth. We work closely with senior sales leaders to develop shared goals, and do the planning and execution necessary to make those goals a reality.

Role Description

As the global Head of Revenue Strategy & Intelligence you will be responsible for both long range (3+ year horizon), annual, and in year integrated revenue strategic planning in partnership with Dropbox’s seasoned commercial leaders, finance, and other relevant cross functional planning teams.  You will also partner cross functionally within and outside of CSO to ensure that key strategic initiatives are implemented smoothly.  This role is a broad strategic leadership opportunity to develop insights on key revenue drivers and trends and bring together teams of sales strategy, go-to-market intelligence analysts and data scientists, and sales planning analysts to drive profitable growth for our ever evolving and growing commercial business.  If you are insatiably curious, excited about using facts and data to define strategy that scale businesses and teams, and to drive growth through highly integrated cross functional analysis and planning - learning all along the way from (and with) seasoned sales & marketing leaders, we would like to talk to you!

Responsibilities

• Work closely with Dropbox’s sales and marketing leadership to define commercially relevant first principle strategic questions and uncover business insights to define strategies that deliver profitable revenue growth, grounded in operational reality
• Be a thought leader with seasoned sales and marketing leadership, define and monitor KPIs to consistently measure and communicate results, insights, and recommendations on the effectiveness / productivity of our commercial business (Inbound, Outbound, Channel, Vendor sales) to senior leaders on a regular cadence
• Drive high priority initiatives including (but not limited to) long range and annual commercial strategic planning, input to pricing & packaging strategies, sales resource planning and rules of engagement definition, territory optimization, quota setting, lead routing optimization, revenue productivity analysis, pipeline and forecast modeling 
• Build investment business cases, secure alignment, and provide leading indicators to commercial and cross functional leaders that ensure investments are on track
• Foster a culture of impact, discipline around KPIs, rapid iteration, and clear, effective, and prioritized communication of insights
• Effectively lead, manage, coach and develop a team of analysts, data scientists, sales strategists, and revenue productivity and enablement professionals to drive the success of the team 

Basic Qualifications 

• 10+ years of experience with strategy, revenue or corporate planning, and analytics
• Leadership, energy, presence, passion, discipline and influencing skills
• Detailed knowledge of SaaS marketing and sales cycles and buyer behaviors 
• Strong analytical skills and experience in developing and implementing strategies with clear business impact through a data driven approach.
• Strong relationship-building skills and experience working closely with senior executives.
• Proven ability to recruit, build, develop and coach high-performing analytical and strategy focused teams. 
• Excellent communication skills: written, verbal, and visual

Dropbox is an equal opportunity employer. We are a welcoming place for everyone, and we do our best to make sure all people feel supported and connected at work. A big part of that effort is our support for members and allies of internal groups like Asians at Dropbox, BlackDropboxers, Latinx, Pridebox (LGBTQ), Vets at Dropbox, Women at Dropbox, ATX Diversity (based in Austin, Texas) and the Dropbox Empowerment Network (based in Dublin, Ireland).