Workplace
remote
Employment
Full-Time
Published
Aug 11, 2026
Closes
No date supplied
The role
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, cust
Requirements
Department: Sales Comp & Planning (Sub Team)