Director, Sales Planning

About the position

PagerDuty is seeking a Director, Sales Planning to join their talented, customer-focused team. As Director of Sales Planning, you will serve as a strategic partner to Senior Sales Leaders. This role is integral to revenue growth, with responsibilities encompassing sales planning, forecasting, compensation design, headcount investments, and quota coverage. The Director of Sales Planning will report to the Sr. Director of Sales Operations, leading the development, implementation, and ongoing refinement of sales strategies, programs, and initiatives. The ideal candidate has experience in fast-paced, high-growth environments with a comprehensive understanding of diverse sales metrics, processes, and tools. Proficiency in enterprise selling processes, SaaS, and digital sales metrics is highly desirable. This role requires a leader who can identify and implement improvements in all aspects of sales operations, with a particular emphasis on sales planning. The position demands strong operational skills, deep analytical abilities, and the capacity to provide strategic support to sales leadership teams, managing functions crucial to go-to-market strategy and sales-related initiatives aimed at driving enablement and productivity. This role is expected to come into the San Francisco office 2 days per week.

Responsibilities

• Establishing and maintaining sales quotas and designing the go-to-market strategy, balancing field sellers, inside sales, and product-led growth approaches.
• Leading sales forecasting efforts across each segment of the business.
• Designing compensation plans to optimize sales performance and drive revenue growth.
• Planning and executing sales capacity hiring strategies to ensure optimal staffing and profiling of the sales team.
• Collaborating with cross-functional leaders to deliver strategic projects, insightful analysis, and process improvements for our sales organization.
• Driving alignment among Sales Operations, Sales Management, Product, Marketing, Finance, IT, and Customer Support to determine key business strategies, internal process improvements, and to develop go-to-market and operational plans.
• Providing leadership, mentorship, and ongoing feedback to a team of sales operations managers and individual contributors dedicated to various sales segments.

Requirements

• 8+ years experience of progressive experience in Sales/Business Operations, Business Planning and Strategy experience
• Direct experience within a SaaS organization - at least two years
• Strong leadership skills and people management experience
• Ability to create and foster a high performing and metrics driven environment
• Strong written and verbal communication, with experience delivering presentations to an executive audience.

Nice-to-haves

• Salesforce Power User
• Clari experience
• Tableau experience
• Anaplan experience

Benefits

• Competitive salary
• Comprehensive benefits package
• Flexible work arrangements
• Company equity
• ESPP (Employee Stock Purchase Program)
• Retirement or pension plan
• Generous paid vacation time
• Paid holidays and sick leave
• Dutonian Wellness Days & HibernationDuty - companywide paid days off in addition to PTO
• Paid parental leave: 22 weeks for pregnant parent, 12 weeks for non-pregnant parent
• Paid volunteer time off: 20 hours per year
• Company-wide hack weeks
• Mental wellness programs