Director, Sales Compensation

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

📋 Description

• Develop Dropbox's long-term philosophy for sales compensation, quota methodologies, and governance of incentives.

• Provide guidance to Executive Sales Leadership, Finance, and CSO leadership on compensation strategies, seller productivity, and annual planning.

• Shape executive decisions with data-driven insights that balance revenue growth, profitability, customer satisfaction, and employee motivation.

• Adapt compensation and planning strategies in alignment with market trends and evolving go-to-market models.

• Oversee the design, governance, and advancement of scalable global sales compensation programs.

• Establish governance procedures for plan modifications, product launches, acquisitions, and shifting sales dynamics.

• Manage the Forma incentive compensation platform and collaborate with Systems for enhancements and governance.

• Direct quota planning as part of the annual sales planning process, developing methodologies and frameworks for quotas.

• Assess seller productivity, quota achievement, and commercial performance to propose necessary adjustments.

• Oversee comprehensive incentive compensation operations, encompassing quarter-end and year-end processes, payout calculations, executive reporting, and payroll readiness.

• Propel automation, scalable systems, and streamlined operational processes across Salesforce, Forma, and reporting capabilities.

• Cultivate, mentor, and build a high-performing compensation and planning team.

• Promote cross-functional collaboration with Finance, Sales, HR, Revenue Operations, and Executive Leadership.

• Lead through influence among global stakeholders during annual planning and business transformation efforts.

⛳️ Requirements

• A minimum of 12 years of experience in sales compensation, sales operations, finance, or a related domain.

• At least 5 years of experience in a leadership position overseeing sales compensation and planning.

• In-depth understanding of sales compensation design, best practices for quota-setting, incentive operations, and quarter-end compensation processes.

• Proven experience in crafting executive-level compensation strategies for complex, multi-product SaaS companies.

• Proficiency in quota methodologies and financial modeling, including territory and sales planning processes.

• Capacity to sway executive leadership with analytical insights.

• Strong commercial insight that balances revenue growth, seller behavior, customer outcomes, and financial metrics.

• Experience managing large cross-functional planning initiatives involving Finance, Sales Leadership, HR, and Operations.

• Advanced analytical skills, including proficiency in Excel, financial modeling, scenario planning, and executive business reviews.

• Familiarity with Salesforce, incentive compensation platforms, and reporting tools like Tableau.

• Ability to automate and streamline compensation operations.

• Exceptional executive communication, presentation, and stakeholder management abilities.

• Capability to create scalable processes and lead organizational change in fast-paced, high-growth environments.

• Preferred: experience in leading global sales planning and incentive strategies for enterprise SaaS organizations.

• Preferred: knowledge of P&L management, annual operating planning, and revenue forecasting.

• Preferred: experience supporting Direct, Channel, Enterprise, and Self-Serve sales strategies.

• Preferred: familiarity with AI-driven sales planning, predictive productivity modeling, or next-generation incentive optimization tools.

🏝️ Benefits

• Competitive salary and performance-based bonuses.

• Comprehensive health, dental, and vision insurance.

• Generous paid time off and flexible work schedules.

• Opportunities for professional development and career advancement.

• Collaborative and inclusive work environment.