Regional Sales Operations Manager - EMEA

Dropbox; United States; Remote; USD 121,000 - 164,000; Full time

Job summary

Dropbox is seeking a data-driven Sales Operations Manager to own the regional operating model for go-to-market efforts in the UK/Ireland. This IC role partners with Sales leaders to translate strategy into execution, focusing on forecasting hygiene, pipeline health, and governance.

You will drive cross-functional collaboration with Finance, Strategy, and Enablement to optimize processes and reporting. You will manage territory design, quota allocation, and CRM quality while leveraging AI-enabled

Qualifications

• 8+ years in Sales Operations, strategy, or advisory roles.
• Experience supporting multi-country sales orgs and diverse markets.
• Proven ability to translate GTM strategy into operating models.
• Strong English communication with executive audiences.
• Experience using AI/automation to improve forecasting and reporting.
• Bachelor's degree or equivalent practical experience.

Responsibilities

• Own operating cadence: territory, forecasting governance, pipeline reviews; deliver executive-ready insights.
• Collaborate with CBO, GTM Strategy, and Programs teams to align regional and corporate priorities.
• Lead coverage design: segmentation, territory, quota allocation with Sales Leadership.
• Own CRM QA and data hygiene for the region; ensure forecast integrity.
• Build dashboards and executive reports to identify risks and inform decisions.
• Automate recurring workflows with Analytics, Finance, and Enablement to improve operations.
• Support org design, onboarding, SPIFs, and channel deal registration for the region.

Skills

Sales Operations

Forecasting

Quota planning

CRM (SFDC)

AI & analytics

Executive stakeholder mgmt

Territory planning

English proficiency

Education

Bachelor's degree

Equivalent practical experience

Tools

Salesforce

Tableau

SQL

Job description

Location: Ireland, UK

Role Description

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.

Responsibilities

• 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.

Requirements

• 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.

• The role can be based in either the UK or Ireland.

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 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: 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.

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

United Kingdom Pay Range

£91,400—£123,600 GBP

Ireland Pay Range

€93.500—€126.500 EUR