Director, Sales Planning

PagerDuty (NYSE:PD) is a leader in Digital Operations Management. In an always-on world, organizations of all sizes trust PagerDuty to help them deliver a perfect digital experience to their customers, every time. Teams use PagerDuty to identify issues and opportunities in real time and bring together the right people to fix problems faster and prevent them in the future. Over 13,000 organizations (including 60 of Fortune 100) rely on PagerDuty to succeed with Digital Transformation, Cloud Migration, and DevOps Modernization. Notable customers include GE, Cisco, Genentech, Electronic Arts, Cox Automotive, Netflix, Shopify, Zoom, DoorDash, Lululemon and more.

We are expanding rapidly as a platform for Digital Operations Management using AI/ML and Automation and growing our adoption by Development, IT, Customer Service, Security, and other teams across the organization. This role is expected to come into our San Francisco office 2 days per week.

About the role

As Director of Sales Planning, you will serve as a strategic partner to our Senior Sales Leaders. This role is integral to our commitment to revenue growth, with responsibilities encompassing sales planning, forecasting, compensation design, headcount investments and quota coverage. You will report to the Sr. Director of Sales Operations, leading the charge in the development, implementation, and ongoing refinement of sales strategies, programs, and initiatives.

The perfect candidate has experience working in fast-paced, high-growth environments and possesses a comprehensive understanding of diverse sales metrics, processes, and tools. Proficiency in enterprise selling processes, SaaS, and digital sales metrics is highly desirable. We are looking for a leader who can identify and implement improvements in all aspects of sales operations, with a particular emphasis on sales planning. This role demands a combination of strong operational skills, deep analytical abilities, and the capacity to provide strategic support to our sales leadership teams. Your focus will be managing functions crucial to our go-to-market strategy and sales-related initiatives aimed at driving enablement and productivity.

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 of progressive experience in Sales/Business Operations, Business Planning and Strategy.
• 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.

Skills

• Salesforce Power User (preferred).
• Clari experience (preferred).
• Tableau experience (preferred).
• Anaplan experience (preferred).

Pay

The base salary range for this position is 147,000 - 246,400 USD. This role may also be eligible for bonus, commission, equity, and/or benefits.

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 & Hibernation - companywide paid days off in addition to PTO.
• Paid parental leave: 22 weeks for pregnant parent, 12 weeks for non-pregnant parent (some countries have longer leave standards and we comply with local laws).
• Paid volunteer time off: 20 hours per year.
• Company-wide hack weeks.
• Mental wellness programs.

Eligibility may vary by role, region, and tenure.