Regional Sales Operations Manager, Dropbox

• Proven experience scaling Sales Operations across Europe, supporting a complex, multi-country sales organization with diverse markets, languages, and evolving go-to-market motions
• Professional working proficiency in English is required as this role regularly collaborates with global teams
• 8+ years of experience in sales operations, business strategy, investment banking, venture capital, private equity, or corporate advisory, or 6 years of experience with an advanced degree
• 4+ years of experience working with executive stakeholders
• Experience leading territory planning, account segmentation, forecasting, pipeline inspection, and annual sales planning processes
• Deep understanding of quota planning, sales capacity modeling, and quota governance, with the ability to align quotas to business strategy and commercial objectives
• Experience using AI, automation, and analytics tools to improve forecasting, pipeline inspection, reporting, and workflow efficiency, with the ability to validate outputs and apply sound business judgment before making recommendations
• Bachelor's degree or equivalent practical experience
• Experience developing quota methodologies, allocating quotas, and partnering with Sales Leadership and Finance to align quotas with territory design, capacity planning, and business objectives
• AI fluency means using these tools to amplify human judgment, not replace it. We believe people with these skills will thrive as work and technology continue to evolve:
• Awareness: Understand yourself and others
• Judgment: Evaluate information and make decisions in complex situations
• Adaptability: Learn, adjust, and stay effective through change
• Connection: Communicate, collaborate, and build trust

Desirable

• We are looking for a data-driven, systems-thinking Sales Operations Manager to own the operating infrastructure that powers our go-to-market engine
• In this highly visible Individual Contributor role, you will serve as the backbone of a regional Sales organization and translate go-to-market strategy into an executable operating model
• You will act as the primary regional business partner for sales executives, supporting all routes to market within the region
• You will own or coordinate supporting sales planning, territory and quota execution, forecast interpretation, operational improvements, and translation of strategic priorities into clear execution plans
• You’ll drive process clarity, pipeline health, forecasting hygiene, and cross-functional governance, using AI and automation-enabled workflows to reduce manual reporting effort while maintaining strong human judgment over business recommendations
• Your top priority each day will be to ensure excellence in execution and reporting on our regional goals
• Own the operating cadence, including territory management, account segmentation, forecasting governance, pipeline inspection, business reviews, and performance visibility, delivering executive-ready insights that drive forecast accuracy, balanced sales coverage, and operational excellence
• Partner with regional Sales leaders across all routes to market to improve forecast accuracy, pipeline health, sales coverage, deal quality, and operational execution
• Work in close partnership with the Chief Business Officer’s organization and the GTM Strategy & Programs team to connect regional Sales Operations to company-wide priorities, provide timely inputs for executive reporting, and ensure consistency across regional and corporate operating cadences
• Lead end-to-end coverage design, including segmentation, book cutting, territory planning, account assignment, capacity planning, and quota allocation in partnership with Sales Leadership, Compensation, Finance, Systems, and Analytics
• Own CRM QA and hygiene for the supported region, including SFDC hierarchy management, pipeline quality, process compliance, forecast integrity, deal quality investigations, and exception resolution
• Partner with leadership on pipeline inspection, forecasting, and opportunity assessment, and build executive-ready reporting, dashboards, MBR/QBR readouts, and business insights that help leaders identify risks and make better decisions
• Partner with Sales Strategy, Systems, Analytics, Compensation, Finance, and Enablement to automate recurring workflows and continuously improve how the team operates
• Support organization design, interim coverage plans, role changes, new-hire onboarding, SPIF development and administration, and Channel deal registration as part of the regional operating model