Director, Sales Compensation

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Dropbox

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2007

💼 Consulting

🏭 Manufacturing

📦 Logistics

Consulting • Manufacturing • Logistics

Dropbox is a cloud-based service that provides tools for storing, sharing, and accessing files across devices. It offers features such as document sharing, video review, automatic backups, and AI-driven scheduling. Dropbox also provides solutions for different sectors like teams, sales, marketing, and education, and industries including construction, media, technology, and manufacturing. With a focus on security, Dropbox ensures files are encrypted and protected against tampering. It offers integrations with various productivity tools and is trusted by major companies for efficient file management and collaboration.

📋 Description

• 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