Title:  Sr Director, Sales Compensation and Planning

Job Summary

We are seeking a strategic, data-driven, and collaborative Senior Director of Sales Compensation and Planning to lead the design, implementation, and optimization of global sales incentive programs that drive business growth and align with NetApp’s strategic objectives. This leader will own end-to-end GTM planning, from go-to-market capacity modeling to territory alignment and compensation strategy, ensuring that our programs not only motivate but also empower the sales teams to exceed targets. The ideal candidate will bring deep expertise in sales compensation design, sales strategy, and performance analytics, with a strong ability to lead cross-functional initiatives that deliver measurable business outcomes.

Job Requirements

Key Responsibilities:

• Sales Compensation Strategy & Design:
Lead the design and governance of competitive, scalable, and performance-driven incentive compensation plans aligned with company goals and evolving sales landscape. Innovate and continuously optimize compensation models to drive high performance and competitive advantage in the industry.

• Capacity Planning & Quota Setting:
Partner with Finance, Sales, and HR to develop headcount models, territory coverage strategies, and dynamic quota-setting methodologies that align with business priorities and maximize seller potential.

• Annual Planning Process:
Own the end-to-end GTM planning cycle including segmentation, coverage, role definition, quota distribution, and compensation plan rollout. Ensure clarity, fairness, and strategic alignment across the organization for optimal execution and sales performance.

• Performance Analytics:
Deliver insights and reporting on plan effectiveness, attainment, ROI, and rep productivity. Continuously optimize plans and elevate seller productivity based on data and business feedback.

• Stakeholder Partnership:
Build and nurture strong relationships with Sales, Finance, HR, and Legal to ensure alignment and compliance across all compensation programs, and compliance with legal and regulatory requirements. As a trusted advisor, providing data-backed recommendations to leadership on compensation strategies.

• Systems & Tools:
Oversee the selection, implementation and optimization of the Incentive Compensation management (ICM) tool for NetApp, driving automation, transparency and scalability across NetApp’s compensation operations.

• Governance & Compliance:
Establish and maintain governance structures, audit processes, and documentation to ensure compliance and consistency and integrity of all compensation programs across geographies.

• Leadership & Team Development:
Lead and mentor a high-performing team of sales compensation analysts and planners.

Qualifications

• 15+ years of experience in Sales Compensation, Sales Operations, Revenue Operations, or related field
• 10+ years of leadership experience, with a track record of building and scaling high-performing teams
• Extensive experience designing global sales incentive programs across multiple roles and geographies
• Advanced analytical and modeling skills; advanced Excel and working knowledge of BI tools (e.g., Tableau, Power BI)
• Experience with compensation tools like Xactly, Varicent, Anaplan, or Callidus Cloud
• Exceptional communication and collaboration skills with executive presence
• Bachelor’s degree in Business, Finance, Economics, or related field (MBA or similar advanced degree preferred)
 

Preferred Experience:
• SaaS or subscription-based business model experience
• Experience supporting enterprise and SMB sales motions
• Change management and process improvement skills in a high-growth environment