Senior Director, Revenue Operations & Strategy (USA) at dronedeploy

About DroneDeploy DroneDeploy powers field teams with robotics and AI. As the only reality capture platform that combines robotic automation, AI agents, and a truly unified system, DroneDeploy allows critical industries to operate with speed and confidence. From construction and energy to agriculture, the world’s largest companies use DroneDeploy to simplify field operations, improve safety, and make smarter decisions, faster. By combining aerial drones, 360 and fixed cameras, ground robots and proprietary AI, we’re bringing the power of automation and visual intelligence to all stakeholders, from the field to the boardroom. At DroneDeploy, we thrive in a mostly remote-first culture rooted in innovation and impact. We’ve been recognized as a Best Place to Work in the SF Bay Area and named one of America’s Great Places to Work—but what truly sets us apart is the experience you gain: solving real-world challenges with cutting-edge technology, surrounded by teammates who are as passionate as they are supportive. Our team is bold, mission-driven, and building something that matters. We foster a culture where a variety of perspectives drive smart decisions, and where growth—both personal and professional—is part of the journey. Whether it’s flexible schedules, family-friendly benefits, or our strong track record of internal promotions, we invest in people as much as we do in product. If you’re looking to be part of something ambitious, authentic, and transformative, you’ll find your place at DroneDeploy. 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. Employee Offerings & Benefits (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. ---- DroneDeploy is an equal opportunity employer. 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