Director, Sales Compensation
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Job Description
Dropbox sales compensation director shaping global quotas and incentives for SaaS revenue growth. Advising executives and leading planning, payout operations, and compensation strategy.
Responsibilities:
- Define Dropbox's long-term sales compensation philosophy, quota methodology, and incentive governance
- Advise Executive Sales Leadership, Finance, and CSO leadership on compensation strategy, seller productivity, and annual planning
- Influence executive decisions through data-driven recommendations balancing revenue growth, profitability, customer outcomes, and employee motivation
- Evolve compensation and planning strategies in response to market trends and emerging go-to-market models
- Own the design, governance, and evolution of scalable global sales compensation programs
- Establish governance processes for plan changes, product launches, acquisitions, and evolving sales motions
- Own the Forma incentive compensation platform and partner with Systems on enhancements and governance
- Lead quota planning within the annual sales planning process and develop quota methodologies and planning frameworks
- 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, executive reporting, and payroll readiness
- Drive automation, scalable systems, and simplified operational processes across Salesforce, Forma, and reporting capabilities
- Build, mentor, and develop a high-performing compensation and planning function
- Foster cross-functional partnerships across Finance, Sales, HR, Revenue Operations, and Executive Leadership
- 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
- At least 5 years in a leadership role managing sales compensation and planning
- Deep knowledge of sales compensation design, quota-setting best practices, incentive operations, and quarter-end compensation execution
- Experience designing executive-level compensation strategies for complex, multi-product SaaS organizations
- Expertise in quota methodologies and financial modeling, including territory and sales planning processes
- Ability to influence executive leadership through analytical insights
- Strong commercial acumen balancing revenue growth, seller behavior, customer outcomes, and financial performance
- Experience leading large cross-functional planning initiatives involving Finance, Sales Leadership, HR, and Operations
- Advanced analytical capabilities including Excel, financial modeling, scenario planning, and executive business reviews
- 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, high-growth environments
- Preferred: experience leading global sales planning and incentive strategy for enterprise SaaS organizations
- Preferred: understanding of P&L management, annual operating planning, and revenue forecasting
- Preferred: experience supporting Direct, Channel, Enterprise, and Self-Serve sales motions
- Preferred: familiarity with AI-driven sales planning, predictive productivity modeling, or next-generation incentive optimization tools
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