Director of Sales Planning, Quota, Commissions

This is a fully remote position, open to applicants in United States.

📋 Description

• Oversee the yearly sales planning initiative, encompassing capacity modeling, territory structuring, account segmentation, quota distribution, and providing executive recommendations.

• Develop sales compensation frameworks that include pay structure, accelerators, incentives, governance, and financial modeling.

• Convert revenue objectives into sales capacity needs, coverage strategies, account assignments, and productivity forecasts.

• Identify areas with excessive or insufficient coverage and suggest adjustments.

• Manage quota exceptions, relief policies, disputes, and planning governance processes.

• Create scenario models illustrating trade-offs between headcount, coverage, quotas, productivity, compensation, and revenue results.

• Assess the effectiveness of plans by analyzing attainment distribution, productivity, cost of sale, capacity utilization, and coverage.

• Strive for continuous enhancement of planning decisions annually.

• Collaborate with GTM Engineering to refine planning, quota management, and incentive compensation systems.

• Investigate automation and AI prospects to streamline planning processes and enhance accuracy and transparency.

⛳️ Requirements

• A minimum of 7 years of experience in Sales Operations, sales planning, or revenue strategy.

• Direct responsibility for territory, quota, and compensation design within the B2B SaaS sector.

• Capability to present recommendations to executive leadership and articulate model trade-offs.

• Proven experience in managing a cross-functional planning calendar involving Finance, HR, and sales leadership.

• Proficient in Salesforce data.

• Familiarity with at least one planning or ICM platform.

• Exceptional attention to detail.

• Experience in financial modeling, capacity modeling, territory design, account segmentation, quota allocation, compensation plans, and scenario modeling.

🏝️ Benefits

• Competitive salary and performance-based incentives.

• Comprehensive health, dental, and vision insurance.

• Flexible working hours and remote work options.

• Opportunities for professional development and growth.

• Collaborative and innovative work environment.