Director, Sales Planning

About This RoleAI processing…

Key Responsibilities

• 1
  Own the annual and in-year planning calendar with Sales, Finance, and People. Deliver territories, quotas, and comp plans that are ready on day one of the fiscal year.
• 2
  Build capacity and coverage models that turn bookings/ARR targets into headcount, ramp, and productivity assumptions across field, inside/digital, product-led, and partner motions.
• 3
  Lead account segmentation, territory design, and account assignment rules. Find where we're over- or under-covered and recommend fixes.
• 4
  Set and allocate quotas across segments, geographies, and roles, balancing top-down targets against bottom-up opportunity. Own quota-relief and adjustment governance.
• 5
  Build scenario models that show leaders the tradeoffs among headcount, coverage, quota, productivity, cost of sales, and revenue before they decide.
• 6
  Design role-based incentive plans (pay mix, measures and weights, thresholds, accelerators, caps, SPIFs) that reward the behaviors our strategy depends on, such as new logo, expansion, multi-product, and retention.
• 7
  Partner with Finance, Total Rewards, and Legal on plan cost modeling, market benchmarking, and approvals. Run the compensation governance committee.
• 8
  Maintain clear, consistent policies for crediting, splits, territory transfers, windfalls, clawbacks, and exceptions. Resolve disputes fairly and quickly.
• 9
  Own plan documents, rollout, and field enablement so every seller understands how they're measured and paid.
• 10
  Build, lead, and develop a high-performing team of managers and analysts. Set clear goals, operating rhythms, and career paths.
• 11
  Build alignment across Sales, Finance, People, Marketing, Customer Success, and Product on GTM strategy and process improvements.

Requirements

• 10+ years of progressive experience in Sales/Revenue Operations, GTM planning, sales compensation, or business strategy and analytics.
• 5+ years in a B2B SaaS environment, ideally with multiple sales motions (enterprise, commercial, digital/PLG, partner).
• Hands-on ownership of territory design, quota setting, and sales compensation plan design; experience running or overseeing commission operations.
• 4+ years leading and developing teams, including managers or senior individual contributors.
• Track record of presenting recommendations and modeling tradeoffs to executive leadership and earning their trust.
• Advanced financial modeling and analytical skills; fluency with Salesforce data and comfort with SQL or similar tools.
• Salesforce power user; experience with Anaplan (or similar planning platform), Clari, and Tableau.
• Experience administering or implementing an ICM platform (e.g., Xactly, CaptivateIQ, Varicent, Spiff, Anaplan ICM, Pigment).
• Working knowledge of SOX controls and ASC 606 / ASC 340-40 as they relate to commissions.
• Experience with usage- or consumption-based, multi-product, or hybrid PLG and sales-led models.
• Practical experience applying AI and automation to planning, analytics, or compensation workflows.
• WorldatWork Certified Sales Compensation Professional (CSCP) or similar credential.
• Strategic thinker who is still willing to dig into the details.
• Clear, concise communicator in writing and in the room, with the credibility to push back on senior leaders and say no when needed.
• Builds a high-performing, metrics-driven, and inclusive team culture.
• Strong judgment on fairness and consistency, balancing policy against practical business needs.
• Handles ambiguity well and brings structure and repeatable process to complex, cross-functional work.

Perks & Benefits