Director, Sales Planning

The role

The Director of Sales Planning, Compensation & Analytics serves as a strategic partner to Senior Sales Leaders. This person will lead sales planning, forecasting, compensation design, headcount investments, and quota coverage.

What you will do

• Own the annual and in-year planning calendar with Sales, Finance, and People.
• Build capacity and coverage models for headcount, ramp, and productivity.
• Lead account segmentation, territory design, and account assignment rules.
• Set and allocate quotas across segments, geographies, and roles.
• Build scenario models for headcount, coverage, quota, productivity, cost of sales, and revenue.
• Design role-based incentive plans.
• Partner with Finance, Total Rewards, and Legal on plan cost modeling and market benchmarking.
• Maintain policies for crediting, splits, territory transfers, windfalls, clawbacks, and exceptions.
• Oversee the monthly and quarterly commission cycle.
• Own the incentive compensation management platform and data flows.

Required qualifications

• 10+ years of progressive experience in Sales/Revenue Operations, GTM planning, sales compensation, or business strategy and analytics.
• 5+ years in a B2B SaaS environment.
• Hands-on ownership of territory design, quota setting, and sales compensation plan design.
• Experience running or overseeing commission operations.
• 4+ years leading and developing teams, including managers or senior individual contributors.
• Track record of presenting recommendations and modeling tradeoffs to executive leadership.
• Advanced financial modeling and analytical skills.
• Fluency with Salesforce data.
• Comfort with SQL or similar tools.

Nice to have

• Salesforce power user
• Experience with Anaplan (or similar planning platform), Clari, and Tableau
• Experience administering or implementing an ICM platform (e.g., Xactly, CaptivateIQ, Varicent, Spiff, Anaplan ICM, Pigment)
• Working knowledge of SOX controls and ASC 606 / ASC 340-40 as they relate to commissions
• Experience with usage- or consumption-based, multi-product, or hybrid PLG and sales-led models
• Practical experience applying AI and automation to planning, analytics, or compensation workflows
• WorldatWork Certified Sales Compensation Professional (CSCSC) or similar credential

Benefits

• Competitive salary
• Comprehensive benefits package
• Flexible work arrangements
• Company equity
• ESPP (Employee Stock Purchase Program)
• Retirement or pension plan
• Generous paid vacation time
• Paid holidays and sick leave
• Dutonian Wellness Days & HibernationDuty
• Paid parental leave: 22 weeks for pregnant parent, 12 weeks for non-pregnant parent
• Paid volunteer time off: 20 hours per year
• Company-wide hack weeks

Before you apply

• Candidates must reside in an eligible location
• Cannot employ candidates residing in: Australia (Northern Territory, Queensland, South Australia, Tasmania, Western Australia), Canada (Alberta, Manitoba, Newfoundland, Northwest Territories, Nunavut,

About the company

PagerDuty, Inc. is the global leader in AI-first digital operations. The PagerDuty Platform orchestrates AI agents and automated workflows with context from over 750 integrations.