#WeAreCrowdStrike and our mission is to stop breaches. As a global leader in cybersecurity, our team changed the game. Since our inception, our market leading cloud-native platform has offered unparalleled protection against the most sophisticated cyberattacks. We're looking for people with limitless passion, a relentless focus on innovation and a fanatical commitment to the customer to join us in shaping the future of cybersecurity. Consistently recognized as a top workplace, CrowdStrike is committed to cultivating an inclusive, remote-first culture that offers people the autonomy and flexibility to balance the needs of work and life while taking their career to the next level. Interested in working for a company that sets the standard and leads with integrity? Join us on a mission that matters - one team, one fight.
About the Role:
Reporting to our VP of Global Sales Operations, CrowdStrike seeks an experienced business leader for the role of Director Global Sales Operations Performance & Compensation. The Director of Global Sales Operations Performance & Compensation is the business partner to the Global Sales Commissions and Sales Strategy & Planning leader, and a senior member of the Global Sales Operations leadership team.
As a result-oriented, executive, this individual will have demonstrated success in working with sales leadership teams across the geographies with proven skills in relationship building with internal stakeholders, planning & executing for business scale and velocity, and maximizing outcomes for the company.
As a key member of Global Sales Operations, the Director Sales Operations Performance & Compensation will leverage a high degree of business acumen to: objectively partner with and guide the leadership team on current quota performance and opportunities; assess future investments and process developments that can further enable rapid business growth and a frictionless business motion; be a key stakeholder in the Annual Operating Plan process; be a key driver for the CrowdStrike business model and the culture of excellence we seek to achieve both regionally and globally.
What You'll Do:
Annual Planning Quota Deployment

• Collaborate with Sales Leadership, Sales Strategy & Planning (SS&P) and Sales Commissions to establish annual sales quotas based on business objective, historical actual performance, and Account Implied Quota (AIQ).
• Develop a comprehensive plan for deploying quotas across all regions and sales teams, ensuring equitable distribution and alignment with strategic goals across UAR and Non-UAR roles.

Fiscal Quota deployment for New Employee Onboarding and Internal Promotions

• Work Closely with Talent Acquisition, HR, Sales Commissions and SS&P to deploy quotas for New Hires and employees undergoing internal promotions.
• Ensure timely and accurate communication of quota assignment to all relevant stakeholders.

In Fiscal Quota Adjustments

• Monitor sales performance and identify any discrepancies or error with NPACV or STR in quota deployment.
• Facilitate in fiscal quota adjustments for account transfers, net new accounts, incorrect quota deployment, and accounts impacted by CrowdStrikes Global Rules of Engagement.

Spiff Program Deployment & Management

• Collaborate with sales and marketing teams to design and deploy Spiff (Sales Performance Incentive Fund) programs.
• Ensure Spiff programs are following established processes and guidelines, with appropriate documentation and communication to all participants including qualification criteria.

Establish Governance Framework for Quota Disputes and Commissions Claims

• Develop and implement a governance framework to address quota disputes, splits and commissions claims promptly and fairly.
• Act as the primary point of contact for resolving disputes, working closely with Sales commissions and Sales leadership as needed.
• Outline process and policies on quota deployment coverage for employee backfills, net new incremental roles to be -hired, including temporary opportunity holdover policies for both New Platform ACV & Renewals Quota coverage.
• Outline the auditing process for disputes and claims with the details and data required to execute a thorough analysis supporting the approval or rejection of a dispute, claim or split.

Partnership with Global Sales Commissions Team

• Work closely with the Global Sales Commissions team to align quota and commissions processes. Provide necessary data and insights to support commissions calculations and payments.
• Develop and maintain comprehensive sales compensation plans tailored to different sales roles across CrowdStrike globally.
• Define plan components such as base salary, OTV, commission rates, accelerators, ensuring alignment with business objectives and sales strategies.
• Establish clear crediting rules for each plan component, specifying how sales activities and achievements contribute to overall compensation.
• Provide detailed quota summaries for each sales role, outlining targets, quotas, and performance expectations.
• Work with the Sales commissions team to create and maintain documentation for each plan component, including definitions, eligibility criteria and payout structures.
• Collaborate with the Global Sales Commissions team to ensure accurate implementation and administration of sales compensation plans.
• Address any inquiries or concerns related to sales compensation, proving timely and accurate information and decision making to all stakeholders.
• Continuously monitor and evaluate the effectiveness of sales compensation plans, recommending adjustments and improvements as needed to drive desired outcomes.Collaboration with Sales Strategy & Planning
• Partner closely with the Sales Strategy & Planning organization to align quota deployment with broader company wide sales strategies and initiatives.
• Provide insights and data-driven recommendations to inform strategic decision-making related to sales quotas and commissions.

Oversee Global Data & Analytics for attainment in CrowdStrike commissions platform.

• Lead efforts to track and analyze sales performance data within CrowdStrike commissions platform and CrowdStrikes BI solutions,
• Collaborate with the Global Data & Analytics and Global Sales Commissions team to develop and maintain reporting dashboards for monitoring sales attainment across all sales personas both from an SFDC bookings and Commission attainment.
• Provide executive-level reporting on sales attainment metrics, highlighting key trends, insights, and areas for
• improvement.

Ensure accuracy of quota information across core systems and tools

• Work closely with the teams that oversee CrowdStrikes forecasting solutions to ensure accurate deployment of quota information for the new fiscal year and onboarding of new hires in fiscal.
• Facilitate in fiscal onboarding processes to ensure seamless integration of quota data into CrowdStrikes systems and tools.
• Monitor the accuracy and completeness of quota information in CrowdStrikes forecasting tools, addressing any discrepancies of issues proactively.

What You'll Need:

• Have proven ability to think strategically and plan effectively; be "hands on," detail and results oriented and manage multiple tasks against deadlines.
• Be a thought leader who challenges the status quo and develops workable solutions in an existing culture.
• Be bright, creative, analytical, and dedicated to building our company and culture characterized by teamwork and an enthusiastic desire to meet customer's needs.
• Be of unquestionable integrity, credibility, and character.
• Have high emotional intelligence - solves problems, coaches others, seeks feedback for improvement.
• Be focused, energetic, polished and inspire confidence in employees and senior management.
• Possess the ability to establish strong partnerships and relationships and successfully work across organizational
• boundaries.
• Minimum of 7-10+ years of progressive experience managing quota setting process for a high growth sales team.
• Bachelor's degree in business, Accounting or related field is required.
• Proven experience in Revenue/Sales Operations, Data Analytics, or Finance.
• Preferably extensive knowledge of sales principles and practices.
• Experience with Sales Compensation Administration, Governance and design is a plus.
• Strong working knowledge of data and visualization tools (e.g., CRM Analytics, Power BI, SQL, Python, etc.).
• Strong analytical skills with the ability to interpret and manipulate data.
• Exceptional communication, stakeholder management, negotiation, and people skills.
• Successful record in both strategic and operational activities.
• Must be successful in driving change management, and in achieving support, engagement, and coordination with key stakeholders.
• Ability to quickly synthesize data and provide recommendations. Perform well under pressure.
• Solid problem solving and analytical skills.
• Demonstrated record in partnering across functions and levels of management to drive success.
• Must possess an initiative-taking high energy, positive, results oriented management style that promotes open communication and collaborative problem resolution.

#LI-AR2
#LI-Remote
Benefits of Working at CrowdStrike:

• Remote-first culture
• Market leader in compensation and equity awards
• Competitive vacation and flexible working arrangements
• Comprehensive and inclusive health benefits
• Physical and mental wellness programs
• Paid parental leave, including adoption
• A variety of professional development and mentorship opportunities
• Offices with stocked kitchens when you need to fuel innovation and collaboration

We are committed to fostering a culture of belonging where everyone feels seen, heard, valued for who they are and empowered to succeed. Our approach to cultivating a diverse, equitable, and inclusive culture is rooted in listening, learning and collective action. By embracing the diversity of our people, we achieve our best work and fuel innovation - generating the best possible outcomes for our customers and the communities they serve.
CrowdStrike is committed to maintaining an environment of Equal Opportunity and Affirmative Action. If you need reasonable accommodation to access the information provided on this website, please contact [email protected] , for further assistance.
CrowdStrike participates in the E-Verify program.
Notice of E-Verify Participation
Right to Work
CrowdStrike, Inc. is committed to fair and equitable compensation practices. The base salary range for this position in the U.S. is $150,000 - $240,000 per year + variable/incentive compensation + equity + benefits. A candidate's salary is determined by various factors including, but not limited to, relevant work experience, skills, certifications and location.
Expected Close Date of Job Posting is:06-19-2024