Senior Director, Revenue Operations & Strategy (USA)

About DroneDeployDroneDeploy 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.Role OverviewThe 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.ResponsibilitiesServe 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 productivityDefine 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.RequirementsExperience8–12+ 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,