Greenhouse ·
full-timeRegional Sales Operations Manager - EMEA (remote)
Dropbox · Remote - Ireland; Remote - United Kingdom
Dropbox provides cloud‑based file storage, synchronization and collaboration tools that help individuals and teams store, share and work on content from any device. The Regional Sales Operations Manager – EMEA will own the operating infrastructure that powers the company’s go‑to‑market engine across Europe, the Middle East and Africa. Day‑to‑day responsibilities include maintaining territory and account segmentation, overseeing quota and capacity planning, ensuring CRM data quality in Salesforce, and governing forecast and pipeline processes. The role partners with regional sales leaders to improve forecast accuracy, pipeline health and deal quality, while delivering executive‑ready insights through dashboards, business reviews and automated reporting. It also involves working with the Chief Business Officer, GTM Strategy, Finance, Compensation and Analytics teams to align regional operations with company‑wide priorities, automate recurring workflows and support organizational changes such as onboarding, interim coverage and SPIF administration. The position suits a data‑driven, systems‑thinking professional with eight or more years of sales operations or related experience, a proven track record of scaling sales ops in multi‑country European markets, strong stakeholder management skills, and expertise in territory planning, quota governance and AI‑enabled analytics.
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,
| Role | Regional Sales Operations Manager - EMEA (remote) |
|---|---|
| Company | Dropbox |
| Location | Remote - Ireland; Remote - United Kingdom |
| Compensation | Not disclosed |
| Posted | 2026-09-03 |
| Deadline | Rolling |
Typical process for this type of role
A general guide — the exact steps for this specific listing may vary; check the original posting for details.
- 1ApplicationSubmit your resume through the apply link.
- 2ScreeningRecruiter reviews your background against the role.
- 3AssessmentA technical test, assignment, or coding round, depending on the role.
- 4Interview(s)One or more rounds with the hiring team.
- 5OfferOffer letter with compensation and start date.
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