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Role Description As the Head of Sales Compensation & Planning within the Customer Strategy & Operations (CSO) organization, you will define and lead Dropbox's global sales compensation, quota strategy, and incentive planning framework. You will be responsible for shaping the philosophy, governance, and execution of compensation programs that drive revenue growth, profitability, and seller productivity across multiple routes to market. This leader will partner closely with Executive Sales Leadership, Finance, Accounting, HR, and Strategy to translate business objectives into scalable incentive programs, quota methodologies, and sales planning decisionsthat accelerate performance while ensuring financial discipline. Beyond leading one of Dropbox's most business-critical operational functions, this role will influence how Dropbox motivates its global sales organization, aligns incentives to business strategy, and evolves our go-to-market model over time. The ideal candidate combines deep expertise in sales compensation and planning with strong commercial acumen, executive presence, and the ability to influence senior stakeholders through data-driven recommendations. Reporting to the Head of Revenue Operations, this role will have significant visibility across Dropbox's executive leadership team and serve as a trusted advisor on sales performance, incentive strategy, and organizational planning. 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 an

Director, Sales Compensation

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