Director of Sales Planning, Quota, & Commissions

Director, Sales Planning, Quota & Commissions

Design the sales model that drives growth.

Sales planning is one of the operating systems that drives our business.

Every territory, quota, and compensation plan shapes thousands of selling decisions throughout the year. This role translates company strategy into an executable sales model by putting the right sellers on the right accounts with the right incentives, backed by thoughtful analysis and rigorous planning.

In the near term, you'll lead the redesign of our sales coverage model and account management compensation for the next planning cycle, ensuring every decision is modeled, tested, and ready to launch on day one.

Location: Remote, USA (occasional travel)

What you'll own

• Sales planning. Lead the annual planning process, including capacity modeling, territory design, account segmentation, quota allocation, and executive recommendations that align selling resources with company strategy.

• Sales compensation. Design compensation plans that reinforce the behaviors the business wants to create. Partner with Finance and HR on pay mix, accelerators, incentives, governance, and financial modeling to ensure plans are competitive, understandable, and sustainable.

• Coverage and capacity. Translate revenue targets into sales capacity requirements, coverage models, account assignments, and productivity assumptions. Identify where the organization is over- or under-covered and what needs to change.

• Plan governance. Own quota exceptions, relief policies, disputes, and planning governance. Balance consistency with practical business judgment.

• Scenario modeling. Build models that help leadership understand the tradeoffs between headcount, coverage, quotas, productivity, compensation, and revenue outcomes. Give leaders a clear view of the implications before decisions are made.

• Continuous optimization. Measure plan effectiveness through attainment distribution, productivity, cost of sale, capacity utilization, and coverage. Evaluate plan effectiveness through attainment distribution, productivity, cost of sale, capacity utilization, and coverage. Use those insights to continuously improve planning decisions year over year.

• Planning technology. Partner with GTM Engineering to improve the systems that support planning, quota management, and incentive compensation. Evaluate where automation and AI can simplify planning while improving accuracy and transparency.

Who you are

• 7+ years in Sales Ops, sales planning, or revenue strategy, with direct ownership of territory, quota, and comp design in B2B SaaS

• You're the person people trust with the models that determine how hundreds of sellers are paid, and you're excited to build planning systems that are more scalable, transparent, and data-driven.

• You can confidently present recommendations to executive leadership, explain the tradeoffs behind your models, and earn trust through thoughtful analysis.

• You've run a cross-functional planning calendar with Finance, HR, and sales leadership and survived it.

• You're fluent in Salesforce data and at least one planning or ICM platform.

• You sweat the details, because here the details are people's paychecks.

Why this role matters

We're building a more disciplined and scalable planning function as we unify the business and modernize our go-to-market operating model.

You'll have the opportunity to establish the processes, governance, and planning capabilities that guide how we deploy sales capacity, reward performance, and support continued growth. You'll help establish the planning discipline behind how ECI grows. The territories you design, the quotas you assign, and the compensation plans you build will influence how every sales team operates and create the foundation for years of future growth.