Role Overview

The Senior Director, Revenue Operations & Strategy is a senior GTM leader who owns the strategy, systems, and operating rhythm that power DroneDeploy’s revenue engine across Sales, Marketing, and Customer Success. Reporting to the CRO, this role leads a cross‑functional RevOps organization responsible for forecasting, pipeline health, commercial governance, GTM analytics, systems, and sales compensation.

This leader partners closely with Sales, Marketing, Customer Success, Finance, and Product to build a modern, AI‑enabled revenue engine that delivers predictable growth, efficient unit economics, and clear visibility for executive leadership and the Board. They translate revenue strategy into operating plans, metrics, and continuous improvement across the full customer lifecycle.

Work Environment

Remote‑first within the U.S., collaborating with distributed GTM and leadership teams across time zones. Located within the SF Bay-area is most valued.

~15–25% travel for leadership offsites, QBRs/SKOs, and key customer or board‑related meetings (domestic with occasional international).

Core collaboration aligned to U.S. time zones, with flexibility during quarter‑end, annual planning, and major launches.

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.

Requirements

Experience

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.

Skills & Capabilities

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.

Education

Bachelor’s degree in Business, Economics, Engineering, or related field, or equivalent practical experience.

MBA or advanced degree is a plus, not a requirement.

Why Join DroneDeploy?

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.

218000 - 295000 USD a year