Director of Sales Planning, Quota, Commissions
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Job Description
Director designing sales territories, quotas, and compensation for ECI Software Solutions’ B2B SaaS business. Building scalable, data-driven planning systems that guide growth.
Responsibilities:
- Lead the annual sales planning process, including capacity modeling, territory design, account segmentation, quota allocation, and executive recommendations
- Design sales compensation plans covering pay mix, accelerators, incentives, governance, and financial modeling
- Translate revenue targets into sales capacity requirements, coverage models, account assignments, and productivity assumptions
- Identify over- and under-covered areas and recommend changes
- Own quota exceptions, relief policies, disputes, and planning governance
- Build scenario models showing tradeoffs among headcount, coverage, quotas, productivity, compensation, and revenue outcomes
- Measure plan effectiveness using attainment distribution, productivity, cost of sale, capacity utilization, and coverage
- Continuously improve planning decisions year over year
- Partner with GTM Engineering to improve planning, quota management, and incentive compensation systems
- Evaluate automation and AI opportunities to simplify planning and improve accuracy and transparency
Requirements:
- 7+ years in Sales Ops, sales planning, or revenue strategy
- Direct ownership of territory, quota, and compensation design in B2B SaaS
- Ability to present recommendations to executive leadership and explain model tradeoffs
- Experience running a cross-functional planning calendar with Finance, HR, and sales leadership
- Fluency in Salesforce data
- Fluency in at least one planning or ICM platform
- Strong attention to detail
- Experience with financial modeling, capacity modeling, territory design, account segmentation, quota allocation, compensation plans, and scenario modeling
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