区域销售战略与运营经理（亚太区）
Regional Sales Strategy & Operations Manager (APJ)
### 职位描述
我们正在寻找一位以数据驱动、系统思维为导向的销售运营经理，负责管理支撑我们市场进入策略的运营基础设施。在这个高度可见的个人贡献者角色中，你将成为区域销售组织的支柱，并将市场进入策略转化为可执行的运营模式。
你将作为销售高管的主要区域业务合作伙伴，支持区域内所有市场进入渠道。你将负责或协调销售计划、区域和配额执行、预测解读、运营改进，并将战略重点转化为清晰的执行计划。
你将推动流程清晰度、管道健康度、预测规范性以及跨职能治理，利用人工智能和自动化工作流减少手动报告工作量，同时保持对业务建议的强大人为主导判断。你每天的首要任务是确保在区域目标上的执行和报告达到卓越水平。
### 责任
- 在直接和渠道渠道中影响并执行区域市场进入**策略**，并与全球同事协调以提高一致性和扩展性。
- 负责亚太地区（APJ）的运营节奏，包括区域管理、客户细分、预测治理、管道检查、业务评审和绩效可视化，提供可交付给高管的洞察，以提升预测准确性、平衡销售覆盖和运营卓越性。与所有市场进入渠道的区域销售领导者合作，提升预测准确性、管道健康度、销售覆盖、交易质量和运营执行。
- 与首席商务官（CBO）团队及市场进入策略与项目团队紧密合作，将区域销售运营与公司整体优先事项连接起来，为高管报告提供及时输入，并确保区域和公司运营节奏的一致性。
- 领导端到端的覆盖设计，包括细分、订单切割、区域规划、客户分配、产能规划和配额分配，与销售领导、薪酬、财务、系统和分析团队合作。
- 负责所支持区域的CRM质量保证和规范性，包括SFDC层级管理、管道质量、流程合规性、预测完整性、交易质量调查和异常处理。
- 与领导层合作进行管道检查
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### 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 asthe 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 technologycontinue 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](https://www.dropbox.jobs/en/our-blog/employee-stories/the-era-of-durable-skills-what-the-data-tells-us-about-thriving-in-change/)from our Chief People Officer, Melanie Rosenwasser.