Senior Sales Operations Manager - Japan

Role Description

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.

Drive operational excellence in account segmentation, territory planning, and execution, building the frameworks and analyses that guide how we assign and manage books of business.
Support forecasting accuracy, pipeline health, and performance visibility through standardized reporting workflows, executive-ready insights, and continuous improvement of data quality and instrumentation.
Own, scale, and uplevel Run-the-Business (RTB) processes that are critical to keeping Sales. running seamlessly—driving accuracy, speed, and continuous improvement.
Lead cross-functional initiatives with teams, including Sales, Marketing, Operations, Finance, Legal, HR and Product to drive alignment and support decision-making.

Responsibilities

Own regional operating cadence, pipeline inspection, forecasting support, and performance reviews, using standardized templates and AI-assisted synthesis where appropriate.
Partner with systems and data teams to automate recurring reporting, pipeline hygiene checks, manual workflow steps, and exception tracking.
Analyze large datasets to identify trends and risks, validate AI- or dashboard-generated insights, and provide recommendations to improve sales performance and efficiency.
Work with systems and data teams to enhance workflows, automate manual tasks, and drive efficiency across the Sales organization.
Lead cross-functional issue resolution across Sales, Marketing, Operations, Finance, Legal, HR, and Product, ensuring decisions are aligned and execution is clear.Primary business partner and strategic support for Global Sales Leaders. Collaborate with Sales leadership to develop and implement strategies to optimize sales performance.
Primary point of contact for identifying sales improvements and coordinating solutions across GTM systems, Enablement, Reporting, Comp.

Requirements

Bachelor's degree or equivalent practical experience.
8 years of experience in management consulting, 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 using AI, automation, or analytics tools to improve forecasting, pipeline inspection, reporting, workflow efficiency, or sales operations decision support.
Demonstrate ability to responsibly use AI or automation tools to synthesize data, improve operating workflows, and validate outputs before making business recommendations.
Professional working proficiency in English is required as this role regularly collaborates with global team.

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.

Senior Sales Operations Manager - Japan <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. <ul class="listtype-bullet listindent1 list-bullet1" data-testid="bullet-list" data-test-indentation="1"> <li>Drive operational excellence in account segmentation, territory planning, and execution, building the frameworks and analyses that guide how we assign and manage books of business.</li> <li>Support forecasting accuracy, pipeline health, and performance visibility through standardized reporting workflows, executive-ready insights, and continuous improvement of data quality and instrumentation.</li> <li>Own, scale, and uplevel Run-the-Business (RTB) processes that are critical to keeping Sales. running seamlessly—driving accuracy, speed, and continuous improvement.</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> </ul> <h2 class="p1">Responsibilities</h2> <ul class="listtype-bullet listindent1 list-bullet1" data-testid="bullet-list" data-test-indentation="1"> <li>Own regional operating cadence, pipeline inspection, forecasting support, and performance reviews, using standardized templates and AI-assisted synthesis where appropriate.</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>Work with systems and data teams to enhance workflows, automate manual tasks, and drive efficiency across the Sales organization.</li> <li>Lead cross-functional issue resolution across Sales, Marketing, Operations, Finance, Legal, HR, and Product, ensuring decisions are aligned and execution is clear.Primary business partner and strategic support for Global Sales Leaders. Collaborate with Sales leadership to develop and implement strategies to optimize sales performance.</li> <li>Primary point of contact for identifying sales improvements and coordinating solutions across GTM systems, Enablement, Reporting, Comp. </li> </ul> <h2 class="p1">Requirements</h2> <ul> <li>Bachelor's degree or equivalent practical experience.</li> <li>8 years of experience in management consulting, 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>Experience using AI, automation, or analytics tools to improve forecasting, pipeline inspection, reporting, workflow efficiency, or sales operations decision support.</li> <li>Demonstrate  ability to responsibly use AI or automation tools to synthesize data, improve operating workflows, and validate outputs before making business recommendations.</li> <li>Professional working proficiency in English is required as this role regularly collaborates with global team.</li> </ul> <div> <div> <h2>Durable Skills</h2> </div> </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: <ul class="listtype-bullet listindent1 list-bullet1" data-testid="bullet-list" data-test-indentation="1"> <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 <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.

Role Description

Responsibilities

Requirements

Durable Skills

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