Sales Operations Territory Analyst

Dropbox; United States; Remote; USD 131,000 - 201,000; Full time

Job summary

Dropbox is looking for a Sales Operations Territory Analyst to enhance revenue potential by designing and managing quota and territory models across the global sales organization. The role includes collaborating with various stakeholders to analyze data, optimize strategies, and develop scalable processes that support long-term growth and decision-making.

Benefits

401(k) plan with company match

Flexible Paid Time Off

Parental benefits

Competitive medical, dental, and vision coverage

Access to global co-working spaces

Qualifications

• Minimum 5 years of experience in sales operations or territory planning roles.
• Strong analytical proficiency with data analysis tools.
• Ability to manage complex projects in dynamic environments.

Responsibilities

• Collaborate with Finance and Sales leaders for territory models.
• Analyze sales data for territory design and quota decisions.
• Develop scalable processes for territory management.

Skills

Analytical skills

Communication skills

Interpersonal skills

Education

Bachelor’s degree in Business Administration, Finance, Sales Operations, Statistics, or Data Analytics

Tools

Excel

SQL

Tableau

Salesforce

Job description

Join to apply for the Sales Operations Territory Analyst role at Dropbox

Join to apply for the Sales Operations Territory Analyst role at Dropbox

Get AI-powered advice on this job and more exclusive features.

Dropbox is a Virtual First company. For this role, we are hiring in Zones 2 and 3. Please refer to our Compensation section below to see what neighborhoods fall under each Zone.

Company Description

Dropbox isn’t just a workplace—it’s a living lab for more enlightened ways of working. We're a global community of bold visionaries and resourceful doers who are shaping the future of Dropbox—and with it the future of work. Our Virtual First model combines the autonomy of a distributed workplace with the power of human connection, making space for both meaningful work and meaningful relationships. With our start-up mindset and enterprise-level opportunities, you can be who you are and grow into who you’re meant to be. Here, you can own your impact to make work more intuitive, joyful, and human—for you as a Dropboxer and for hundreds of millions of people worldwide. If you're ready to push boundaries—and yourself— Dropbox is ready for you.

Team Description

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.

Role Description

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.

Responsibilities

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.
  
  

Requirements

• 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.
  
  

Preferred Qualifications

• Proficiency in statistical analysis techniques, including regression analysis, forecasting, hypothesis testing, and segmentation methodologies to support data-driven decision making.
• Knowledge of CRM and sales performance management platforms (e.g., Salesforce, Anaplan, Xactly, Forma.ai).
  
  

Compensation

US Zone 1
This role is not available in Zone 1

US Zone 2
$148,100—$200,300 USD

US Zone 3
$131,600—$178,000 USD

The range(s) listed above is the expected annual salary/OTE (On-Target Earnings) for this role, subject to change.

Please note, OTE are for sales roles only.

Salary/OTE is just one component of Dropbox’s total rewards package. All regular employees are also eligible for the corporate bonus program or a sales incentive (target included in OTE) as well as stock in the form of Restricted Stock Units (RSUs).

Dropbox takes a number of factors into account when determining individual starting pay, including job and level they are hired into, location/metropolitan area, skillset, and peer compensation. We target most new hire offers between the minimum up to the middle of the range.

Dropbox uses the zip code of an employee’s remote work location to determine which metropolitan pay range we use. Current US Zone locations are as follows:

• US Zone 1: San Francisco metro, New York City metro, or Seattle metro
• US Zone 2: Austin (TX) metro, Chicago metro, California (outside SF metro), Colorado, Connecticut (outside NYC metro), Delaware, Massachusetts, New Hampshire, New York (outside NYC metro), Oregon, Pennsylvania (outside NYC or DC metro), Washington DC metro, and West Virginia (DC metro)
• US Zone 3: All other US locations
  
  

Benefits

Dropbox is committed to investing in the holistic health and wellbeing of all Dropboxers and their families. Our benefits and perks programs include, but are not limited to:

• Competitive medical, dental, and vision coverage
• 401(k) plan with a generous company match and immediate vesting
• Flexible PTO/Paid Time Off, paid holidays, Volunteer Time Off, and more, allowing you time to unplug, unwind, and refresh
• Income Protection Plans: Life and disability insurance
• Business Travel Protection: Travel medical and accident insurance
• Perks Allowance to be used on what matters most to you, whether that’s wellness, learning and development, food and groceries, and much more
• Parental benefits including: Parental Leave, Child and Adult Care, Day Care FSA, Fertility Benefits, Adoption and Surrogacy Support, and Lactation Support
• Access to over 10,000 global co-working spaces through Gable.tomaking it easy to book flexible workspaces for collaboration or individual work
• Quarterly Cell phone and internet allowance
• Mental health and wellness benefits
• Disability and neurodivergence support benefits
  
  

Additional benefit details are available upon request.

Dropbox is an equal opportunity employer. We are a welcoming place for everyone, and we do our best to make sure all people feel supported and connected at work. A big part of that effort is our support for members and allies of internal groups like Asians at Dropbox, BlackDropboxers, enABLE, TODOS (Latinx), Pridebox (LGBTQ), Vets at Dropbox, and Women at Dropbox.

Seniority level

• Seniority level

  Not Applicable

Employment type

• Employment type

  Full-time

Job function

• Job function

  Business Development and Sales

• Industries

  Software Development, IT Services and IT Consulting, and Technology, Information and Internet

Referrals increase your chances of interviewing at Dropbox by 2x

Sign in to set job alerts for “Sales Operations Analyst” roles.

Senior Sales Operations and Strategy Analyst

United States $100,000.00-$115,000.00 1 week ago

United States $93,000.00-$127,000.00 1 day ago

United States $88,500.00-$121,500.00 6 days ago

United States $88,500.00-$121,500.00 2 weeks ago

United States $67,400.00-$109,900.00 2 weeks ago

New York, NY $65,000.00-$80,000.00 3 weeks ago

United States $150,000.00-$175,000.00 1 week ago

Denver, CO $80,000.00-$115,000.00 14 hours ago

Greater Chicago Area $75,000.00-$92,000.00 1 week ago

United States $75,000.00-$92,000.00 1 week ago

Sales Operations Analyst at Hack The Box -United States (Remote)

Boston, MA $80,000.00-$110,000.00 20 hours ago

We’re unlocking community knowledge in a new way. Experts add insights directly into each article, started with the help of AI.