Director, Sales Planning
Core
Strategic partner to Senior Sales Leaders responsible for sales planning, forecasting, compensation design, headcount investments, and quota coverage to drive revenue growth.
Role type
Director, Sales Planning, Compensation & Analytics
Builds
Annual/in-year planning calendars, territory designs, quota allocations, incentive plans, and commission operations for a global SaaS platform.
Domain
B2B SaaS, Digital Operations, GTM Strategy
Required skills
Sales planning & forecasting, Compensation design & governance, Financial modeling, Territory design, Quota setting, Team leadership, Salesforce data fluency, SQL
Preferred skills
Anaplan, Clari, Tableau, ICM platforms (Xactly, CaptivateIQ), SOX controls, ASC 340-40, AI/automation in planning
Technologies
Salesforce, Anaplan, Clari, Tableau, ICM tooling
Responsibilities
Own annual planning calendar and deliver territories, quotas, and comp plans; Build capacity models converting bookings/ARR to headcount; Design role-based incentive plans and run compensation governance; Oversee monthly/quarterly commission cycles and ICM platform; Measure plan effectiveness and deliver executive reporting; Lead and develop a team of managers and analysts.
Seniority
Director, strategic partner & team leader
