# Director, Sales Compensation

**Company:** [Dropbox](https://hotfix.jobs/companies/dropbox)
**Location:** Remote
**Role:** Revenue Operations
**Salary:** $203k – $343k/yr
**Experience:** 12+ years
**Skills:** sales compensation, quota management, Financial Modeling, Excel, Salesforce, forma, Tableau, Sales Operations, Territory Planning, scenario planning, Revenue Forecasting, P&L Management, SaaS, payroll operations, Automation
**Posted:** 2026-08-11

> Leads global sales compensation, quota planning, incentive governance, and operational execution for a complex SaaS business. The role requires 12+ years of relevant experience, executive influence, advanced financial modeling, and leadership of cross-functional planning and compensation operations.

## Job Description

## Responsibilities
- Define the long-term sales compensation philosophy, quota methodology, and incentive governance aligned with business strategy.
- Advise executive sales, finance, and CSO leadership on compensation strategy, seller productivity, and annual planning.
- Use data-driven recommendations to balance revenue growth, profitability, customer outcomes, and employee motivation.
- Evaluate market trends and emerging go-to-market models to evolve compensation and planning strategies.
- Design, govern, and evolve scalable global sales compensation programs across products, customer segments, and routes to market.
- Establish governance for plan changes, product launches, acquisitions, and evolving sales motions.
- Own the incentive compensation platform, partnering with Systems to prioritize enhancements and maintain governance.
- Define compensation principles for new sales roles, routes to market, and go-to-market motions.
- Lead the quota planning workstream within annual sales planning.
- Develop quota methodologies, governance, and planning frameworks in partnership with Sales Operations.
- Evaluate seller productivity, quota attainment, and commercial performance to recommend adjustments.
- Own end-to-end incentive compensation operations, including quarter-end and year-end processes, payout calculations, governance, executive reporting, and payroll readiness.
- Drive automation, scalable systems, and simplified operational processes.
- Partner with Systems and Operations to enhance Salesforce, Forma, and reporting capabilities.
- Build, mentor, and develop a high-performing compensation and planning function.
- Lead through influence across global stakeholders during annual planning and business transformation initiatives.

## Requirements
- 12+ years of experience in sales compensation, sales operations, finance, or a related field, including at least 5 years in a leadership role managing sales compensation and planning.
- Deep knowledge of sales compensation design, quota setting, incentive operations, and quarter-end compensation execution.
- Experience designing executive-level compensation strategies for complex, multi-product SaaS organizations.
- Expertise in quota methodologies, financial modeling, territory planning, and sales planning.
- Ability to influence executive leadership through analytical insights.
- Strong commercial acumen balancing revenue growth, seller behavior, customer outcomes, and financial performance.
- Experience leading cross-functional planning initiatives involving Finance, Sales Leadership, HR, and Operations.
- Advanced Excel, financial modeling, scenario planning, and executive business review capabilities.
- Experience with Salesforce, incentive compensation platforms, and reporting tools such as Tableau.
- Ability to automate and simplify compensation operations.
- Excellent executive communication, presentation, and stakeholder management skills.
- Ability to build scalable processes and lead organizational change in fast-paced environments.

## Preferred Qualifications
- Experience leading global sales planning and incentive strategy for enterprise SaaS organizations.
- Understanding of P&L management, annual operating planning, and revenue forecasting.
- Experience supporting Direct, Channel, Enterprise, and Self-Serve sales motions.
- Familiarity with AI-driven sales planning, predictive productivity modeling, or next-generation incentive optimization tools.

## Durable Skills
- Awareness
- Judgment
- Adaptability
- Connection

## Compensation
- Annual salary range: $202,600–$342,700

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