Senior Manager, Sales Operations at Dropbox

Role Description

We are looking for a data-driven, systems-thinking Sales Operations Manager to lead our regional Sales Operations team while directly owning Sales Operations for NAMER. In this highly visible role, you will serve as the primary Sales Operations partner to NAMER Sales leadership and manage two Sales Operations Managers supporting EMEA and APJ.

You will act as the primary regional business partner for NAMER sales executives, supporting all routes to market within the region. You will own or coordinate sales planning, territory and quota execution, forecast interpretation, operational improvements, and translation of strategic priorities into clear execution plans. In parallel, you will provide functional leadership to the EMEA and APJ Sales Operations Managers, helping create consistency in how we operate across regions while preserving flexibility for local market needs.

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. You will also help shape the broader Sales Operations model across NAMER, EMEA, and APJ by developing the regional team, establishing common operating standards, and connecting regional execution into a cohesive global approach.

Responsibilities

Regional Sales Operations Leadership

• Lead the regional Sales Operations team, directly managing Sales Operations Managers supporting EMEA and APJ while personally owning the NAMER Sales Operations partnership and operating model and the Channel Sales Operations partnership across all regions. Develop the team, establish clear expectations, and create consistency across regions while preserving flexibility for regional business needs.
• Establish consistent Sales Operations standards and ways of working across NAMER, EMEA, and APJ , while allowing for regional differences where appropriate. Ensure regional coverage, forecasting, pipeline management, business reviews, and planning connect into a cohesive global operating model.
• 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.
• Partner with Sales Strategy, Systems, Analytics, Compensation, Finance, and Enablement to automate recurring workflows and continuously improve how the team operates.

NAMER Sales Operations Ownership

• Serve as the primary Sales Operations partner to NAMER Sales leadership across all routes to market, translating GTM strategy and business priorities into clear operating plans and execution.
• Own the N AMER 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 directly with NAMER Sales leaders across all routes to market to improve forecast accuracy, pipeline health, sales coverage, deal quality, and operational execution.
• Lead end-to-end NAMER 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 NAMER 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.
• 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.

Requirements

• Bachelor's degree or equivalent practical experience.
• 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.
• People management experience, with demonstrated ability to lead and develop experienced Sales Operations or similar professionals while remaining hands-on in the work.
• 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.

Preferred Qualifications

• Experience supporting executive operating cadences (e.g., Weekly Business Reviews, Forecast Calls, Quarterly Business Reviews) for senior sales leadership.
• Experience designing or optimizing territory, account segmentation, or book-of-business models for high-growth SaaS organizations.
• Experience leading Sales Operations across multiple regions or managing regionally aligned Sales Operations teams.
• Experience developing quota methodologies, allocating quotas, and partnering with Sales Leadership and Finance to align quotas with territory design, capacity planning, and business objectives.
• Experience supporting multiple sales motions (Direct, Channel, Self-Serve, Enterprise) across global or multi-region organizations.
• Strong proficiency with Salesforce, Tableau, SQL, or similar business intelligence and CRM platforms.
• Experience operating in a high-growth or transformational environment where Sales Operations played a strategic role in scaling the business.

Durable Skills

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: U nderstand yourself and others .
• Judgment: E valuat e information and mak e decisions in complex situations .
• Adaptability: L earn, adjust, and stay effective through change .
• Connection: C ommunicat e , collaborat e , and build trust .

To learn more about why these skills matter and what the data shows about thriving through change, read this blog post from our Chief People Officer, Melanie Rosenwasser.

Compensation

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