Company Description

Dropbox isn’t just a workplace—it’s a living lab for more enlightened ways of working. 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 autonomy 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.

Team Description

The Dropbox Business Strategy & Operations team unlocks the company's full potential by driving strategic initiatives and enabling operational excellence. We blend analytical rigor with creative problem-solving to tackle Dropbox’s biggest opportunities and challenges across all business functions. Partnering closely with Product, Engineering, Sales, Marketing, and Finance, we turn strategic vision into actionable plans that guide growth, optimize performance, and enhance decision-making. Our work shapes the future of Dropbox by leading cross-functional business planning, developing insights that inform corporate and business unit strategies, and building the systems and processes that power scalable success. If you're passionate about strategic thinking, solving complex problems, and creating impact through collaboration, join our Business Strategy & Operations team. Areas of work include Corporate Strategy, Business Unit Strategy, Sales Operations, Business Planning, Strategic Insights, and Business Systems Development. Areas of work include Strategic Partnerships, Channel Development, Distribution Strategy, Partner Management, Revenue Growth Initiatives, and Market Expansion.

Role Description

As the Deal Desk Manager, you will lead and develop a high-performing team responsible for deal review, recommendations, execution, and operational scaling within our Global Sales and Channel organization. You will be a trusted advisor to sales and cross-functional leadership, shaping objectives, monitoring team effectiveness, and ensuring alignment of tactical activities with strategic business outcomes. Your role is pivotal in fostering strong stakeholder relationships with sales managers and leaders, maintaining a customer-centric approach, and driving continuous improvements in deal velocity and compliance.

You will oversee complex proposal evaluation and process, licensing model analysis, and contract structuring while innovating scalable processes that enhance efficiency and deal closure rates. This role demands a strategic mindset, exceptional communication skills, and the ability to navigate ambiguity in a fast-evolving SaaS sales environment.

Responsibilities

• Define and execute the operational strategy for the Deal Desk team aligned with broader sales objectives.
• Lead, mentor, and manage a team of Deal Desk Analysts, setting clear performance targets and regularly communicating progress to stakeholders.
• Serve as the primary liaison between sales, legal, and finance teams to craft and consult on complex deal proposals.
• Analyze licensing models and recommend optimal contract structures to maximize revenue and customer satisfaction.
• Act as the escalation point for complex deal issues, providing expert guidance on alternative contract options and value propositioning.
• Develop and implement initiatives to improve Deal Desk productivity, simplify processes, and enhance compliance with revenue recognition policies.

Requirements

• Minimum 2+ years managing a Deal Desk or similar function within an Enterprise SaaS or B2B sales environment.
• Minimum 2+ years of people management experience.
• At least 6 years of experience in deal desk strategy, sales operations, or related roles involving complex pricing and proposal execution.
• Proven ability to lead cross-functional teams and manage stakeholder relationships effectively.
• Expertise in licensing models, contract structuring, and compliance with revenue recognition standards.
• Strong proficiency with Salesforce, CPQ tools, and reporting/analytics platforms.
• Exceptional communication skills, both verbal and written, with a customer-centric and transparent style.
• Ability to multitask and prioritize effectively during high-volume periods, including quarter-end and year-end cycles.

Preferred Qualifications

• Experience scaling Deal Desk operations in a high-growth SaaS environment.
• Advanced skills in Salesforce report building and data-driven decision making.
• Familiarity with sales enablement tools and process automation.
• Prior experience delivering training and developing talent within sales operations teams.

Compensation

Dropbox is an equal opportunity employer. We are a welcoming place for everyone, and we do our best to make sure all people feel supported and connected at work. A big part of that effort is our support for members and allies of internal groups like Asians at Dropbox, BlackDropboxers, enABLE, TODOS (Latinx), Pridebox (LGBTQ), Vets at Dropbox, and Women at Dropbox.