Sales

• Lead end-to-end quota setting with FP&A and Sales Leadership
• Design and refresh territory/coverage models across SDRs, AEs, CAMs, SEs, and reseller teams
• Establish repeatable frameworks to drive fair, predictable planning cycles
• Design incentive programs (spiffs, accelerators, contests) aligned to company priorities (e.g., expansion, partner growth, cross-sell)
• Partner with FP&A to model financial impacts (OTE distribution, cost of sales, payout curves)
• Maintain governance and documentation for all incentive structures
• Partner with FP&A to administer the CaptivateIQ commission platform
• Own CIQ dashboards, audit checks, and validation to ensure incentive mechanics execute as designed
• Provide visibility to Sales Ops and GTM leaders on attainment, spiff performance, and plan alignment
• Forecast staffing needs and productivity across SDR, AE, CAM, and SE teams
• Build headcount and productivity scenarios to guide GTM hiring and investment decisions
• Deliver executive-ready scenarios that improve revenue efficiency
• Present quota methodologies, coverage models, and incentive outcomes to GTM leadership
• Serve as the strategic bridge across FP&A, Sales Ops, Systems, and Sales Acceleration
• Build scalable processes and lay the foundation for a sales planning and effectiveness function

Director of Sales Planning

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