Senior Manager - Sales Compensation & Planning
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Role Description
As the Head of Sales Compensation and Planning in the Customer Strategy & Operations (CSO) organization, you will play a critical role leading our sales compensation & quota strategy at Dropbox. This role will be responsible for designing and managing effective compensation plans, ensuring accurate and timely payout calculations, setting and managing sales quotas, and collaborating closely with Finance and Sales Leadership to align compensation with annual planning and business objectives.
The ideal candidate will bring a strategic mindset, strong analytical skills, and a proven ability to drive results in a multi-product growth environment. This position offers the opportunity to make a significant impact on the performance and motivation of our sales team while ensuring alignment with company goals. This role will be reporting into the Head of Customer Strategy & Operations and will have significant visibility across senior GTM leadership.
Responsibilities
Develop and manage competitive, scalable, and motivating sales compensation plans that align with company objectives and market trends.
Partner with Finance and Sales Leadership to continuously evaluate and enhance compensation programs to be compliant, equitable, and support financial targets.
Own the end-to-end process sales compensation payouts including forecasting costs, calculating and processing with accuracy, handling escalations and inquiries, and ensuring clear communication.
Leverage historical performance data and market trends to build “Books of Business” that ensure quotas by Direct and Channel role types drive optimal productivity to support business goals.
Translate business objectives into sales and retention goals that scale down to global sub-regions and route to market
Optimize sales performance tracking and reporting requirements within incentive management tools and adapt to new offerings and sales motions.
Requirements
10+ years of experience in sales operations, finance, or a related field, with at least 5 years in a leadership role managing sales compensation and planning.
Deep knowledge of sales compensation design, quota-setting best practices, and financial planning.
Strong analytical skills with expertise in Excel and financial modeling
Experience with sales operations functions within CRM (SalesForce) and Incentive Management tools (Forma)
Strong verbal and written communication skills
Interpersonal skills with a proven ability to engage at all sales role levels; from rep to executives
Ability to adapt and scale work within high-demand periods across financial year
Strong problem-solving skills and a proactive approach to driving improvements.
Preferred Qualifications
Familiarity with P&L management and financial planning.
Understands benchmarking around role productivity
Proficiency with reporting tools like Tableau and other data visualization platforms.
Compensation
About the job
Senior Manager - Sales Compensation & Planning
To see similar active jobs please follow this link: Remote Management jobs
Role Description
As the Head of Sales Compensation and Planning in the Customer Strategy & Operations (CSO) organization, you will play a critical role leading our sales compensation & quota strategy at Dropbox. This role will be responsible for designing and managing effective compensation plans, ensuring accurate and timely payout calculations, setting and managing sales quotas, and collaborating closely with Finance and Sales Leadership to align compensation with annual planning and business objectives.
The ideal candidate will bring a strategic mindset, strong analytical skills, and a proven ability to drive results in a multi-product growth environment. This position offers the opportunity to make a significant impact on the performance and motivation of our sales team while ensuring alignment with company goals. This role will be reporting into the Head of Customer Strategy & Operations and will have significant visibility across senior GTM leadership.
Responsibilities
Develop and manage competitive, scalable, and motivating sales compensation plans that align with company objectives and market trends.
Partner with Finance and Sales Leadership to continuously evaluate and enhance compensation programs to be compliant, equitable, and support financial targets.
Own the end-to-end process sales compensation payouts including forecasting costs, calculating and processing with accuracy, handling escalations and inquiries, and ensuring clear communication.
Leverage historical performance data and market trends to build “Books of Business” that ensure quotas by Direct and Channel role types drive optimal productivity to support business goals.
Translate business objectives into sales and retention goals that scale down to global sub-regions and route to market
Optimize sales performance tracking and reporting requirements within incentive management tools and adapt to new offerings and sales motions.
Requirements
10+ years of experience in sales operations, finance, or a related field, with at least 5 years in a leadership role managing sales compensation and planning.
Deep knowledge of sales compensation design, quota-setting best practices, and financial planning.
Strong analytical skills with expertise in Excel and financial modeling
Experience with sales operations functions within CRM (SalesForce) and Incentive Management tools (Forma)
Strong verbal and written communication skills
Interpersonal skills with a proven ability to engage at all sales role levels; from rep to executives
Ability to adapt and scale work within high-demand periods across financial year
Strong problem-solving skills and a proactive approach to driving improvements.
Preferred Qualifications
Familiarity with P&L management and financial planning.
Understands benchmarking around role productivity
Proficiency with reporting tools like Tableau and other data visualization platforms.