Regional Sales Operations Manager

Who you are

• 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 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 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
• 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

What the job involves

• 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

Benefits

• On-site fitness and meditation classes
• Commuter subsidies
• Medical, dental, and vision coverage
• We offer a generous company contribution toward individual medical, dental, and vision insurance coverage, including contributions toward dependent premiums
• Start building a successful 401K retirement plan with our dollar for dollar contribution match, up to $1,500 per quarter to a maximum of $6,000 per calendar year
• Keep sharing and collaborating with friends and family even when you’re not at work with free Dropbox space for your whole crew
• Take the vacation you’ve always dreamed of with up to four consecutive weeks of paid time off
• Celebrate common holidays without your paycheck taking the hit with 11 company paid holidays
• Each Dropboxer has access to 32 hours of paid volunteer time off each year that they can use to support the causes close to their hearts
• We regularly offer panels and seminars featuring the best minds in tech, talent, diversity, and beyond that any Dropboxer can attend from the comfort of their home
• No two Dropboxers are the same, and their benefits shouldn’t be either. Our Perks allowance empowers employees to customize their benefits in line with what really matters to them