As a Territory & Planning Partner you will play a crucial role in aligning our financial plan with our execution strategy by designing, implementing, and managing quota, territory and account allocation models across the global sales organization.
ResponsibilitiesPlanning & Design
- Collaborate with Finance and Sales leadership to develop and maintain territory models, account lists, and quota frameworks that optimize coverage and maximize revenue potential across Channel and Direct sales teams globally.
- Partner with regional and global stakeholders to incorporate local market nuances, language considerations, and regulatory requirements into territory and quota strategies.
Analysis & Insights
- Analyze historical sales data, customer segmentation, and workforce productivity to recommend territory design and quota allocation decisions.
- Monitor and report on territory and quota effectiveness, adjusting strategies as needed to respond to market shifts and business priorities.
Repeatability & Change Management
- Develop scalable processes and tools to support ongoing territory management and quota setting, ensuring alignment with company growth objectives and market dynamics.
- Support change management efforts related to territory realignments and quota adjustments, communicating clearly with impacted teams and stakeholders.
- Bachelor’s degree in Business Administration, Finance, Sales Operations, Statistics, Data Analytics, or a related field.
- Minimum 3 years international territory planning and quota allocation experience.
- Minimum 5 years of experience in sales operations, territory planning, or sales strategy roles, with demonstrated success in global sales.
- Minimum 3 years territory design and quota setting experience leveraging a Tier 2 sales approach (distributor, reseller) and direct selling approach (outsourced vendor and internal regular employees).
- Strong analytical skills with proficiency in data analysis tools (e.g., Excel, SQL, Tableau, Salesforce) and the ability to translate data into strategic recommendations.
- Excellent communication and interpersonal skills, capable of summarizing complex analyses and influencing cross-functional teams and senior leadership.
- Experience managing complex projects and driving change in fast-paced, dynamic environments.
- Ability to balance strategic thinking with hands-on execution and attention to detail.
- Proficiency in statistical analysis techniques, including regression analysis, forecasting, hypothesis testing, and segmentation methodologies to support data-driven decision making.
- Knowledge of CRM and sales performance management platforms (e.g., Salesforce, Anaplan, Xactly, Forma.ai).
US Zone 1
This role is not available in Zone 1
Top Skills
What the Team is Saying
What We Do
We're a global community of bold visionaries and resourceful doers who are shaping the future of Dropbox—and with it the future of work. Our Virtual First model combines the flexibility of a distributed workplace with the power of human connection, making space for both meaningful work and meaningful relationships. With our start-up mindset and enterprise-level opportunities, you can be who you are and grow into who you’re meant to be. Here, you can own your impact to make work more intuitive, joyful, and human—for you as a Dropboxer and for hundreds of millions of people worldwide. If you're ready to push boundaries—and yourself—Dropbox is ready for you.
Why Work With Us
We believe people do their best work when empowered with autonomy and harmony, and we understand there’s no substitute for human connection. Our Virtual First model combines the flexibility of remote work with the power of in-person collaboration to create the best of both worlds: a distributed workplace, anchored in community.
Gallery
Dropbox Offices
Remote Workspace
Employees work remotely.
While remote work is the primary experience for our employees, we also prioritize opportunities for quarterly in-person collaboration knowing that connection is vital to a thriving workforce. We focus on how we work, not where we work.
