Director, Sales Compensation

About the role

Director, Sales Compensation

This position defines and directs Dropbox's global sales pay philosophy, quota architecture, and incentive design. Decisions made in this role directly influence revenue patterns, profitability, and seller effectiveness across every market path. You will convert executive direction into operating structures while steering the Forma platform trajectory.

Location: Remote (Canada: Select locations)

Canada: Select locations

Engagement: Full-time

Compensation: $180,000 to $240,000 USD annually

Role Focus

You will architect long term compensation philosophy and quota methodology aligned with the evolving business strategy. You will lead incentive governance and collaborate with Systems partners to ensure Forma platform rules remain precise and compliant. Your analysis of seller productivity, quota attainment, and market information will guide adjustments that strengthen results. You will guide annual sales planning by converting commercial priorities into scalable quota and incentive recommendations. You will create evaluation structures for testing new incentive models without compromising financial discipline or seller confidence.

Ownership of global design and governance for sales compensation programs spans multiple segments, products, and motion types. You will work cross functionally to ensure plans support growth goals while remaining financially viable, equitable, and compliant. You will lead end to end incentive operations, including quarter end processes, payout calculations, executive reporting, and payroll readiness. You will use data driven narratives to shape executive decisions, balancing revenue, profitability, and motivation. You will define philosophies and governance for new sales roles, emerging routes to market, and evolving go to market designs.

Key Responsibilities

• Define Dropbox's long term sales compensation philosophy, quota methodology, and incentive governance aligned to evolving business strategy.
• Serve as the primary advisor to Executive Sales Leadership, Finance, and CSO leadership on compensation strategy, seller productivity, and annual planning decisions.
• Influence executive decision making through data driven recommendations balancing revenue growth, profitability, customer outcomes, and employee motivation.
• Evaluate market trends and emerging GTM models to continuously evolve Dropbox's compensation and planning strategies.
• Partner with the Sales Operations organization to ensure compensation strategy, quota methodology, and planning decisions remain aligned with Dropbox's commercial strategy.
• Own the global design, governance, and evolution of scalable sales compensation programs across multiple products, customer segments, and routes to market.
• Partner cross functionally to ensure compensation programs drive strategic priorities while remaining financially sustainable, equitable, and compliant.
• Establish governance processes for plan changes, new product launches, acquisitions, and evolving sales motions.
• Serve as the business owner for the incentive compensation platform (Forma), partnering with Systems to prioritize enhancements, maintain governance, and ensure the platform effectively supports compensation operations.
• Define compensation philosophies, principles, and governance for new sales roles, emerging routes to market, and evolving go to market motions, ensuring consistent and scalable incentive design.
• Establish frameworks for evaluating, piloting, and scaling new incentive models that support business transformation while maintaining governance, financial discipline, and seller trust.
• Lead the quota planning workstream within the annual sales planning process, partnering closely with Sales Operations, Finance, and Sales Leadership to ensure quota methodologies support business objectives, seller productivity, and compensation strategy.
• Develop and maintain quota methodologies, governance, and planning frameworks, while evolving ownership and operating models in partnership with Sales Operations as the organization scales.
• Partner on annual sales planning decisions, translating commercial priorities into scalable quota and incentive recommendations that support evolving go to market strategies.
• Evaluate seller productivity, quota attainment, and commercial performance to recommend planning and compensation adjustments that improve business outcomes.
• Provide strategic thought leadership on commercial planning, ensuring compensation, quotas, and incentives remain aligned as Dropbox's operating model continues to evolve.
• Own the end-to-end incentive compensation operations, including quarter-end and year-end compensation processes, payout calculations, governance, executive reporting, and payroll readiness.

Requirements

You must have experience defining compensation philosophy and quota methodology within complex, evolving businesses. You must partner with executive sales leadership, finance, HR, strategy, and systems to drive decisions. You must convert business objectives into scalable incentive programs and planning methodologies. You must evaluate market trends and GTM models to evolve compensation and planning strategies. You must ensure programs align with commercial strategy, remain financially sound, equitable, and compliant. You must own Forma platform governance, prioritize enhancements, and ensure effective operations support. You must establish governance for plan changes, launches, acquisitions, and new sales motions. You must lead quota planning, set methodologies, and partner on annual sales planning cycles.

Nice to Have

Experience with incentive compensation platforms and enterprise sales operating models.

Skills & Tools

Forma