Director, Sales Compensation
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Job Description
Dropbox, a cloud storage and collaboration company, seeks a sales compensation leader. Defining global incentives, quota strategy, planning frameworks, and executive-level revenue operations.
Responsibilities:
- Define Dropbox's long-term sales compensation philosophy, quota methodology, and incentive governance aligned to business strategy
- Advise Executive Sales Leadership, Finance, and CSO leadership on compensation strategy, seller productivity, and annual planning
- Influence executive decision-making through data-driven recommendations balancing revenue growth, profitability, customer outcomes, and employee motivation
- Evaluate market trends and emerging go-to-market models to evolve compensation and planning strategies
- Own the design, governance, and evolution of scalable global sales compensation programs across products, customer segments, and routes to market
- Establish governance processes for plan changes, product launches, acquisitions, and evolving sales motions
- Serve as business owner for the Forma incentive compensation platform and partner with Systems on enhancements and governance
- Lead the quota planning workstream within annual sales planning
- Develop and maintain quota methodologies, governance, 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, governance, executive reporting, and payroll readiness
- Lead compensation execution and resolve exceptions with Payroll, Finance, HR, and Sales Operations
- Drive automation, scalable systems, and simplified operational processes
- Enhance Salesforce, Forma, and reporting capabilities supporting incentive management
- 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, incentive operations, and quarter-end 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 large 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, high-growth environments
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