Head of Sales Operations and Analytics

## About the Role As the Head of Sales Operations and Analytics at Dropbox, you will play a crucial role in driving business growth and scalability. This leadership position requires a unique blend of strategic vision, technical expertise, and collaborative spirit. You will lead the sales operations and analytics function, including strategy, organizational design, prioritization, and operating rhythms for the team. The sales operations and analytics team is responsible for translating business priorities into durable systems, trusted metrics, streamlined processes, and actionable insights. You will 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. As a key member of the sales leadership team, you will have the opportunity to influence senior leadership decisions, modernize critical GTM workflows, and create measurable impact on seller efficiency and business performance.

## What You Will Do - 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.
• Collaborate with cross-functional teams to identify and prioritize areas for process improvement and automation.
• Develop and maintain a deep understanding of the sales organization's goals, objectives, and key performance indicators.

## What We Are Looking For - 8+ years of experience in sales operations, analytics, or a related field, with a proven track record of driving business growth and scalability.

• Expertise in GTM, sales planning, forecasting, and analytics, with a strong understanding of sales metrics and KPIs.
• Experience leading cross-functional teams and driving business outcomes through data-driven decision-making.
• Strong technical skills, including proficiency in Excel, SQL, and data visualization tools.
• Excellent communication and collaboration skills, with the ability to partner with senior leadership and cross-functional teams.
• Experience with Sales Force Automation (SFA) and Customer Relationship Management (CRM) systems.
• Strong problem-solving and analytical skills, with the ability to balance strategic vision with technical expertise.

## Nice to Have - Experience with cloud-based sales and marketing platforms, such as Salesforce.com or Marketo.

• Knowledge of machine learning and artificial intelligence applications in sales and marketing.
• Experience with data warehousing and business intelligence tools, such as Tableau or Power BI.
• Certification in sales operations or analytics, such as CSO or CDAO.

## Benefits and Perks - Competitive salary and equity package.

• Comprehensive health, dental, and vision insurance.
• Flexible PTO and vacation policy.
• Remote work stipend and equipment allowance.
• Opportunities for professional growth and development, including training and education programs.
• Access to a global network of professionals and thought leaders in the tech industry.
• A dynamic and supportive work environment with a strong focus on teamwork and collaboration.

- To stand out as a candidate, be prepared to showcase your experience in sales planning, forecasting, and analytics, as well as your ability to lead cross-functional teams and drive business outcomes.

• Develop a strong understanding of GTM and Excel, and be prepared to provide examples of how you have applied these skills in previous roles.
• Highlight your ability to balance strategic vision with technical expertise, and provide examples of how you have driven business growth and scalability in previous roles.
• Be prepared to discuss your experience with Sales Force Automation (SFA) and Customer Relationship Management (CRM) systems, and how you have used these systems to drive sales performance and growth.
• Show a willingness to learn and adapt to new technologies and processes, and be prepared to discuss your experience with cloud-based sales and marketing platforms, data warehousing, and business intelligence tools.
• Demonstrate your ability to communicate complex ideas and data insights to non-technical stakeholders, and provide examples of how you have presented data-driven insights to senior leadership teams.