Sales Operations, Dropbox

• Bachelor’s degree in Business Administration, Finance, Sales Operations, Statistics, Data Analytics, or a related field
• Minimum 3 years international territory planning and quota allocation experience
• Minimum 5 years of experience in sales operations, territory planning, or sales strategy roles, with demonstrated success in global sales
• Minimum 3 years territory design and quota setting experience leveraging a Tier 2 sales approach (distributor, reseller) and direct selling approach (outsourced vendor and internal regular employees)
• Strong analytical skills with proficiency in data analysis tools (e.g., Excel, SQL, Tableau, Salesforce) and the ability to translate data into strategic recommendations
• Excellent communication and interpersonal skills, capable of summarizing complex analyses and influencing cross-functional teams and senior leadership
• Experience managing complex projects and driving change in fast-paced, dynamic environments
• Ability to balance strategic thinking with hands-on execution and attention to detail

Desirable

• The Dropbox Business Strategy & Operations team unlocks the company's full potential by driving strategic initiatives and enabling operational excellence
• We blend analytical rigor with creative problem-solving to tackle Dropbox’s biggest opportunities and challenges across all business functions
• Partnering closely with Product, Engineering, Sales, Marketing, and Finance, we turn strategic vision into actionable plans that guide growth, optimize performance, and enhance decision-making
• Our work shapes the future of Dropbox by leading cross-functional business planning, developing insights that inform corporate and business unit strategies, and building the systems and processes that power scalable success
• If you're passionate about strategic thinking, solving complex problems, and creating impact through collaboration, join our Business Strategy & Operations team
• Areas of work include Corporate Strategy, Business Unit Strategy, Sales Operations, Business Planning, Strategic Insights, and Business Systems Development
• Areas of work include Strategic Partnerships, Channel Development, Distribution Strategy, Partner Management, Revenue Growth Initiatives, and Market Expansion
• As a Territory & Planning Partner you will play a crucial role in aligning our financial plan with our execution strategy by designing, implementing, and managing quota, territory and account allocation models across the global sales organization
• Planning & Design
• Collaborate with Finance and Sales leadership to develop and maintain territory models, account lists, and quota frameworks that optimize coverage and maximize revenue potential across Channel and Direct sales teams globally
• Partner with regional and global stakeholders to incorporate local market nuances, language considerations, and regulatory requirements into territory and quota strategies
• Analysis & Insights
• Analyze historical sales data, customer segmentation, and workforce productivity to recommend territory design and quota allocation decisions
• Monitor and report on territory and quota effectiveness, adjusting strategies as needed to respond to market shifts and business priorities
• Repeatability & Change Management
• Develop scalable processes and tools to support ongoing territory management and quota setting, ensuring alignment with company growth objectives and market dynamics
• Support change management efforts related to territory realignments and quota adjustments, communicating clearly with impacted teams and stakeholders