Director, Sales Compensation @Dropbox

Overview

The role involves leading Dropbox's global sales compensation, quota strategy, and incentive planning framework within the Customer Strategy & Operations (CSO) organization. This position is responsible for shaping the philosophy, governance, and execution of compensation programs that drive revenue growth, profitability, and seller productivity.

Key Responsibilities

• Define sales compensation philosophy and quota methodology aligned with business strategy.
• Advise Executive Sales Leadership and Finance on compensation strategy and annual planning.
• Influence decision-making through data-driven recommendations that balance revenue growth and employee motivation.
• Evaluate market trends to evolve compensation and planning strategies.
• Partner with Sales Operations to maintain alignment of compensation strategy with commercial strategy.
• Design and govern scalable sales compensation programs.
• Establish governance processes for plan changes and new product launches.
• Own the incentive compensation platform and ensure operational excellence.
• Lead the quota planning workstream in annual sales processes.
• Drive continuous improvement through automation and optimized processes.
• Build and mentor a high-performing compensation and planning team.

Requirements

• 12+ years of experience in sales compensation, sales operations, finance, or related fields.
• 5+ years in a leadership role managing sales compensation and planning.
• Deep knowledge of sales compensation design and incentive operations.
• Proven ability to influence executive leadership through analytical insights.
• Strong commercial acumen and experience leading cross-functional initiatives.
• Advanced analytical skills including Excel and financial modeling.
• Experience with Salesforce and incentive compensation platforms.
• Excellent executive communication skills.

Benefits

• Competitive compensation based on market zone adjustments.

Location

Remote - United States: All locations.

How to Apply

Please visit the Dropbox careers page to submit your application.