Senior Director of Revenue Operations & Strategy, DroneDeploy
$218-295k
Salary may vary with location + Equity
More information about location
Drone mapping and analytics platform
Be an early applicant
Drone mapping and analytics platform
201-500 employees
Be an early applicant
$218-295k
Salary may vary with location + Equity
More information about location
201-500 employees
Company mission
To make the power of interactive digital twins accessible and productive for everyone.
Role
Who you are
- 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
- 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
- Bachelor’s degree in Business, Economics, Engineering, or related field, or equivalent practical experience
- MBA or advanced degree is a plus, not a requirement
What the job involves
- 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
- 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
- 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
Our take
Drone Deploy, headquartered in San Francisco, is a cloud-based platform specializing in drone mapping and analytics. With a mission to revolutionize how businesses acquire, manage, and interpret reality capture data from drones, 360-degree cameras, and mobile ground robots.
The company is dedicated to staying at the forefront of innovation within the drone industry, and it consistently seeks out opportunities to broaden the horizons of its capabilities. The company's strategic acquisitions, such as Rocos and StructionSite, are pivotal in achieving this goal.
With substantial investments, including a funding round led by Energize Ventures and AirTree, Drone Deploy is well-positioned for further expansion. The company aims to diversify beyond the drone sector and intensify its efforts to establish a stronger presence in the European market.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 8 rounds)
Sep 2025
$15m
GROWTH EQUITY VC
Feb 2021
$50m
SERIES E
Total funding: $157.6m
Company benefits
- Hybrid Workplace - We believe that people do best when they're happy at work. Whether you’re happiest working from home or want to join us in the office, it’s OK with us
- Great Benefits - It's important to support physical and mental well-being, so we offer the kind of benefits that help meet employee needs and those of their dependents
- Growth and Development - We're in a dynamic and innovative industry and we’re committed to investing in our employees to ensure they're growing, creating, and breaking new ground in their careers
- Work/Life Balance - Time away from work is important to recharge your batteries and enjoy life. We provide flexible hours and paid time off, and work with employees to support their priorities
Company HQ
Showplace Square, San Francisco, CA
Leadership
Jono Millin
(Co-Founder)Previously founded AdvertEyes, Zoomatelo, Infatics.
Michael Winn
(Co-Founder & CEO)Previously served as the Tech Lead of Big Data & Tools and Large Customer Sales for Google. Also co-founded Zoomatelo.
Nicholas Pilkington
(Co-Founder & CTO)Previously co-founded Luno. Experience as a Software Engineer for Toshibi and NVIDIA.
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