Director, Sales Compensation

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

📋 Description

• Define the long-term sales compensation philosophy, quota methodology, and incentive governance for Dropbox, ensuring alignment with business strategy.

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

• Shape executive decision-making via data-driven recommendations that balance revenue growth, profitability, customer outcomes, and employee motivation.

• Assess market trends and new go-to-market models to refine compensation and planning strategies.

• Take ownership of the design, governance, and evolution of scalable global sales compensation programs across various products, customer segments, and routes to market.

• Establish governance processes for plan modifications, product launches, acquisitions, and adapting sales motions.

• Act as the business owner for the Forma incentive compensation platform, collaborating with Systems on enhancements and governance.

• Lead the quota planning workstream as part of the annual sales planning process.

• Create and maintain quota methodologies, governance structures, and planning frameworks.

• Analyze seller productivity, quota attainment, and commercial performance to propose necessary adjustments.

• Manage comprehensive incentive compensation operations, including quarter-end and year-end processes, payout calculations, governance, executive reporting, and payroll readiness.

• Oversee compensation execution and address exceptions in collaboration with Payroll, Finance, HR, and Sales Operations.

• Propel automation, scalable systems, and streamlined operational processes.

• Improve Salesforce, Forma, and reporting capabilities that support incentive management.

• Build, mentor, and develop a high-performing compensation and planning team.

• Cultivate cross-functional partnerships with Finance, Sales, HR, Revenue Operations, and Executive Leadership.

• Lead and influence global stakeholders during annual planning and business transformation initiatives.

⛳️ Requirements

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

• At least 5 years in a leadership role managing sales compensation and planning.

• Extensive knowledge of sales compensation design, quota-setting, incentive operations, and quarter-end execution.

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

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

• Ability to influence executive leadership through analytical insights.

• Strong commercial acumen that balances revenue growth, seller behavior, customer outcomes, and financial performance.

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

• Advanced skills in Excel, financial modeling, scenario planning, and conducting executive business reviews.

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

• Capability to automate and simplify compensation operations.

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

• Proven ability to establish scalable processes and drive organizational change in dynamic, high-growth environments.

🏝️ Benefits

• Competitive salary and performance-based bonuses.

• Comprehensive health insurance and wellness programs.

• Generous paid time off and flexible work arrangements.

• Opportunities for professional development and career advancement.

• Inclusive company culture that supports diversity and innovation.