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Ping Identity is seeking a Director of Sales Compensation and Planning to lead strategic sales compensation design, quota allocation, and capacity planning for the organization. This is an explicit people leadership role requiring both strategic vision and hands-on operational execution.
Key responsibilities include:
**Sales Compensation Design & Operations:** Own end-to-end sales compensation strategy, annual and in-year planning cycles, and execution from modeling through rollout and governance. Partner with Sales Leadership, Finance, Legal, and HR to design plans aligned to company goals, field-friendly, analytically rigorous, and operationally executable. Manage plan mechanics, accelerators, SPIFs, and policy guardrails. Lead rollout and field enablement through presentations, materials, and direct communication.
**Sales Capacity Planning & Quota Allocation:** Own the company's sales capacity model encompassing headcount tracking, hiring and attrition forecasting, and productivity analysis. Develop and maintain the Quota Allocation Model with ramp structures across multi-year tenure models. Own the target-setting process cascading from model to organization-wide targets.
**Performance Management & Analysis:** Drive continuous performance management by analyzing rep attainment, payout outcomes, performance distributions, and trends. Translate insights into actionable recommendations to optimize plan design and seller productivity. Build scenario models and perform pre-plan and in-year analysis to evaluate plan effectiveness and cost implications.
**Cross-functional Partnership:** Work closely with Finance on commission cost modeling, actuals vs. plan reviews, and variance analysis. Partner with the commissions team managing Xactly administration and monthly payout processes. Collaborate with Legal on compensation plan documentation and policy frameworks. Serve as trusted advisor to sales leaders, resolving ambiguity and guiding exception handling.
The ideal candidate will coach and develop talent while moving fluidly between high-level plan design, detailed modeling, stakeholder alignment, and frontline problem-solving. Strong executive communication, analytical rigor, and the judgment to balance seller motivation, cost discipline, and business strategy are essential.
