How much experience is required?

6–8 years of relevant experience for this Regional Sales Strategy & Operations Manager - APJ (Remote) role.

What's the tech stack?

Joblaze extracted these technologies from the posting: SQL, Sales Operations, Salesforce, Tableau.

What seniority level is this role?

Dropbox targets senior candidates for this position.

Regional Sales Strategy & Operations Manager - APJ (Remote) at Dropbox

Joblaze summary

The Regional Sales Strategy & Operations Manager at Dropbox plays a crucial role in shaping and executing the sales operations framework for the APJ region. This position requires expertise in sales planning, territory management, and forecasting, leveraging AI and automation tools to enhance operational efficiency. Ideal candidates will have significant experience in sales operations or business strategy, particularly within high-growth environments, and should be comfortable collaborating with executive stakeholders. The role demands a nuanced understanding of diverse markets, making it well-suited for seasoned professionals with a strategic mindset.

Joblaze insights

Listed 10 days ago on Joblaze — tracked directly from Dropbox's career page.
Dropbox has 46 other open roles including Director, GTM Business Systems, Director, GTM Business Systems, Software Engineering Intern (Summer 2027).
2307 active SQL roles on Joblaze right now.
1226 active Salesforce roles on Joblaze right now.
411 active Tableau roles on Joblaze right now.
Typical SQL salary we track runs $115,100–$185,000 (median $150,200, across 1139 roles). See SQL salary trends

Quick facts

Is the Regional Sales Strategy & Operations Manager - APJ (Remote) role remote?: Yes — Dropbox lists this as a fully remote position.
How much experience is required?: 6–8 years of relevant experience for this Regional Sales Strategy & Operations Manager - APJ (Remote) role.
What's the tech stack?: Joblaze extracted these technologies from the posting: SQL, Sales Operations, Salesforce, Tableau.
What seniority level is this role?: Dropbox targets senior candidates for this position.
Is this full-time or contract?: Full-time for this Regional Sales Strategy & Operations Manager - APJ (Remote) role at Dropbox.

From the original posting

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

Influence and execute regional go-to-market strategy across Direct and Channel routes while coordinating with global counterparts to improve consistency and scale.
Own the operating cadence across the APJ region, 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

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.
Proven experience supporting Sales Operations in APJ, with a strong understanding of the complexities of operating across diverse markets and balancing regional consistency with local business needs.
Professional working proficiency in English and Japanese is required as this role regularly collaborates with global teams

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.