Most Loved Workplace® Certified Job

Senior Sales Strategy & Operations Manager - APJ (Remote)

Assessed by Most Loved Workplace®

92% of candidates apply because they are a Most Loved Workplace®

Remote - Japan

CSO Projects & Vendor Management (Sub Team)

This position may no longer be active.View all open positions at Dropbox

About the Role

At Dropbox, a Most Loved Workplace® certified employer in the Software space, Design a more enlightened way of working for everyone, everywhere.

<h2 class="p1">Role Description</h2>

You will act as the primary regional business partner for sales executives, 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.

<li>Drive operational excellence in account segmentation, territory planning, <span class="thread-821235875537960590896057 attrcomment attrcommentfirst thread-821235875537960590896057-first author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotuz85zbu11z67zz77zz81zz85zz73z7z87zk0byz80zz67zz68zekxz79zoz78zz90zwz65z9z85z">quota planning and execution, building the frameworks and analyses that guide how we assign and manage books of business.</li>

<li><span class="thread-826034956120398473164320 attrcomment attrcommentfirst thread-826034956120398473164320-first author-d-iz88z86z86za0dz67zz78zz78zz74zz68zjz80zz71z9iz90z9z84zhz75z1z69z2z67zz75zq4z65zudz69zz81z4z89zhz66zrz89zu8vkwz71zz78zfr">Act as the strategic business partner to Sales leadership, helping shape regional go-to-market strategy and execution across two distinct sales organizations. Drive operational excellence by improving forecasting, pipeline health, sales planning, and execution while balancing the unique commercial priorities, growth opportunities, and operating models of each region.</li>

<li>As a member of the APJ Leadership Team, help define and execute the regional GTM strategy, driving operational excellence and sustainable growth across the APJ region.</li>

<li>Drive forecasting accuracy, pipeline health, and business performance through executive-ready insights, standardized operating rhythms, and continuous improvement of data quality and reporting.</li>

<li>Own and continuously improve the Run-the-Business (RTB) operating cadence - including forecast reviews, pipeline inspections, business reviews, and executive reporting - to improve operational rigor and decision-making.</li>

<li>Lead cross-functional initiatives with teams, including Sales, Marketing, Operations, Finance, Legal, HR and Product to drive alignment and support decision-making.</li>

<li>Communicate complex business insights and recommendations to executive stakeholders through concise, data-driven presentations and business reviews.</li>

</ul>

<h2 class="p1">Responsibilities</h2>

<li><span class="thread-181480022357883801732091 attrcomment attrcommentfirst thread-181480022357883801732091-first author-d-iz88z86z86za0dz67zz78zz78zz74zz68zjz80zz71z9iz90z9z84zhz75z1z69z2z67zz75zq4z65zudz69zz81z4z89zhz66zrz89zu8vkwz71zz78zfr">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.</li>

<li><span class="thread-007725848443196216046949 attrcomment attrcommentfirst thread-007725848443196216046949-first author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qowz80zsz86z2n7z83zbz85zez68zz66znel3z82zz89z5z66zz85zz85z0ce6z85zz89zs5z81z">Own regional quota planning and allocation, partnering with Sales Leadership and Finance to ensure quotas align with territory design, capacity plans, and business objectives.</li>

<li>Partner with systems and data teams to automate recurring reporting, pipeline hygiene checks, manual workflow steps, and exception tracking.</li>

<li>Analyze large datasets to identify trends and risks, validate AI- or dashboard-generated insights, and provide recommendations to improve sales performance and efficiency.</li>

<li>Partner with systems and data teams to improve workflows, automate manual processes, and continuously enhance Sales Operations capabilities.</li>

<li>Serve as the primary business partner to regional Sales leaders, leading cross-functional issue resolution and collaborating across Sales, Marketing, Finance, HR, Product, and Operations to improve commercial performance.</li>

<li>Primary point of contact for identifying sales improvements and coordinating solutions across GTM systems, Enablement, Reporting, Comp.&nbsp;&nbsp;</li>

</ul>

<h2 class="p1">Requirements</h2>

<ul>

<li><span class="thread-270219956988129835774064 attrcomment attrcommentfirst thread-270219956988129835774064-first author-d-iz88z86z86za0dz67zz78zz78zz74zz68zjz80zz71z9iz90z9z84zhz75z1z69z2z67zz75zq4z65zudz69zz81z4z89zhz66zrz89zu8vkwz71zz78zfr">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.</li>

<li>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.</li>

<li>4+ years of experience working with executive stakeholders.</li>

<li><span class="thread-688237985174657727228097 attrcomment attrcommentfirst thread-688237985174657727228097-first author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qowz80zsz86z2n7z83zbz85zez68zz66znel3z82zz89z5z66zz85zz85z0ce6z85zz89zs5z81z">Experience leading territory planning, account segmentation, forecasting, pipeline inspection, and annual sales planning processes.</li>

<li><span class="thread-688237985174657727228097 attrcomment attrcommentfirst thread-688237985174657727228097-first author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qowz80zsz86z2n7z83zbz85zez68zz66znel3z82zz89z5z66zz85zz85z0ce6z85zz89zs5z81z">Deep understanding of quota planning, sales capacity modeling, and quota governance, with the ability to align quotas to business strategy and commercial objectives.</li>

<li>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.</li>

<li>Professional working proficiency in English and Japanese is required as this role regularly collaborates with global teams.</li>

</ul>

<h2 class="p1">Preferred Qualifications </h2>

<ul>

<li>Experience supporting executive operating cadences (e.g., Weekly Business Reviews, Forecast Calls, Quarterly Business Reviews) for senior sales leadership.</li>

<li>Experience designing or optimizing territory, account segmentation, or book-of-business models for high-growth SaaS organizations.</li>

<li>Experience developing quota methodologies, allocating quotas, and partnering with Sales Leadership and Finance to align quotas with territory design, capacity planning, and business objectives.</li>

<li>Experience supporting multiple sales motions (Direct, Channel, Self-Serve, Enterprise) across global or multi-region organizations.</li>

<li>Strong proficiency with Salesforce, Tableau, SQL, or similar business intelligence and CRM platforms.</li>

<li>Experience operating in a high-growth or transformational environment where Sales Operations played a strategic role in scaling the business.</li>

</ul>

<div>

<h2>Durable Skills</h2>

</div>

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:

<li>Awareness: Understand yourself and others.</li>

<li>Judgment: Evaluate information and make decisions in complex situations.</li>

<li>Adaptability: Learn, adjust, and stay effective through change.</li>

<li>Connection: Communicate, collaborate, and build trust.</li>

</ul>

To learn more about why these skills matter and what the data shows about thriving through change, read this&nbsp;<a class="attrlink" href="https://www.Dropbox.jobs/en/our-blog/employee-stories/the-era-of-durable-skills-what-the-data-tells-us-about-thriving-in-change/" target="_blank" data-target-href="https://www.Dropbox.jobs/en/our-blog/employee-stories/the-era-of-durable-skills-what-the-data-tells-us-about-thriving-in-change/">blog post</a> from our Chief People Officer, Melanie Rosenwasser.

Want to learn more about what it's like to work at Dropbox? View our full profile.

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Why This Is a Most Loved Workplace® Certified Job

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Users Connection Over Distance

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Frequently Asked Questions About Working at Dropbox

Common questions candidates ask about this role and Dropbox's workplace

Dropbox is a cloud storage solution, equipped with features to help you save time, improve your productivity and collaborate with others.

This position is listed as remote based on the job location.

Salary information may vary by role and location. Please check the specific job listing or discuss compensation during the interview process.

Dropbox is an established organization in its industry. The company focuses on maintaining a supportive workplace culture for all employees.

Key benefit categories include: Health & Wellness, Financial & Retirement, Family Support, Time Off & Flexibility, Learning & Development. You can view more details on their CertCheck profile.

The day-to-day environment is guided by core values such as Connection Over Distance and Frictionless Execution and Creative Problem-Solving.

The company has committed to inclusive practices including: Empower Human-Centered Collaboration and Support Comprehensive Employee Wellbeing.

Dropbox has a supportive and collaborative culture, recognized as a loved place to work by its team members.

Dropbox currently has 41 open positions. They are hiring across departments like Direct Sales - AMER (Sub Team), Partnership Management (Sub Team), People Analytics Team (Sub Team). You can view all current openings at certcheck.mostlovedworkplace.com/companies/dropbox/jobs.

The interview process typically involves an initial recruiter screen followed by team interviews. Please contact Dropbox's recruiting team for specific details on this role's process.