Sales Compensation Design & Strategy

HP; Barcelona; On-site; EUR 98,000 - 116,000; Full time

Benefits offered by this job

Health insurance

Dental insurance

Vision insurance

Disability insurance

Employee assistance program

Flexible spending account

Life insurance

Parental leave (4–12 weeks)

Paid holidays

Flexible vacation/sick leave

Job summary

HP is seeking an expert in Sales Compensation & Quota Planning to lead global incentive and quota programs across a multi-channel GTM model. You will drive governance, analytics, and execution to align compensations with growth, margins, and strategic priorities.

Provide leadership to a high-performing team, partner with Sales and Finance leaders, and deliver executive-ready insights and scenario modeling. This role requires strategic influence across regions and functions with a focus on

Qualifications

• 10+ years of progressive experience in sales compensation and quota planning.
• Proven leadership experience in a large, international, matrixed organization.
• Deep expertise in compensation plan design and quota methodologies across multiple sales roles and international complexity.
• Strong analytical skills with the ability to translate data into executive-ready insights.
• Experience leading annual planning cycles with complex stakeholder alignment.
• Advanced knowledge of SPM/ICM platforms (e.g., SAP SuccessFactors, Xactly, Varicent, Forma, or similar).

Responsibilities

• Lead the end-to-end design of global sales compensation plans across direct, indirect, overlay, and specialist roles.
• Align plans to growth strategy, product mix, margin objectives, and channel model.
• Balance simplicity, scalability, and motivational impact while maintaining governance and compliance.
• Translate strategic priorities into measurable incentive mechanics (rates, accelerators, thresholds, SPIFFs).
• Own annual and in-year quota planning cycles across regions, segments, and roles.
• Develop quota methodologies grounded in data and historical performance.
• Partner with Sales Operations, Finance, and GTM leaders to align quotas to revenue targets and capacity models.
• Drive consistent quota allocation processes, timelines, and approval frameworks globally.
• Establish performance analytics to evaluate plan effectiveness, quota attainment, pay-for-performance, and ROI.
• Identify trends, risks, and unintended behaviors and recommend plan or quota adjustments.
• Deliver clear executive-level insights and scenario modeling to support decision-making.
• Lead and develop a compensation and quota planning team.
• Influence across a matrixed organization without direct authority.
• Navigate ambiguity and competing priorities with executive presence and clarity.

Skills

Leadership

Analytical skills

Executive-ready insights

Stakeholder management

Planning cycles

Education

MBA or advanced degree in Business/Finance

Advanced degree in Business/Finance

Tools

SAP SuccessFactors

Xactly

Varicent

Forma

Job description

About The Role

HP is seeking an expert in Sales Compensation & Quota Planning to lead the design, governance, and execution of sales incentive and quota programs across a complex, multi-channel go-to-market model. This role sits at the intersection of strategy, analytics, and execution, ensuring compensation and quota frameworks drive the right sales behaviors, support margin and growth objectives, and scale globally with consistency and transparency.

Key Responsibilities

Sales Compensation Strategy & Design

• Lead the end-to-end design of global sales compensation plans across direct, indirect, overlay, and specialist roles
• Ensure plans are aligned to HP’s growth strategy, product mix, margin objectives, and channel model
• Balance simplicity, scalability, and motivational impact while maintaining governance and compliance
• Translate strategic priorities into measurable incentive mechanics (rates, accelerators, thresholds, SPIFFs)

Quota Planning & Deployment

• Own annual and in-year quota planning cycles across regions, segments, and roles
• Develop quota methodologies that ensure fairness, achievability, and differentiation, grounded in data and historical performance
• Partner with Sales Operations, Finance, and GTM leaders to align quotas to revenue targets and capacity models
• Drive consistent quota allocation processes, timelines, and approval frameworks globally

Analytics, Insights & Performance Management

• Establish performance analytics to evaluate plan effectiveness, quota attainment, pay-for-performance, and ROI
• Identify trends, risks, and unintended behaviors and recommend plan or quota adjustments
• Deliver clear executive-level insights and scenario modeling to support decision-making

Leadership & Stakeholder Management

• Act as a trusted advisor to senior Sales and Finance leadership
• Lead and develop a high-performing compensation and quota planning team
• Influence across a matrixed organization without direct authority
• Navigate ambiguity and competing priorities with executive presence and clarity

Required Qualifications

• 10+ years of progressive experience in sales compensation and quota planning
• Proven leadership experience in a large, international, matrixed organization
• Deep expertise in compensation plan design and quota methodologies across multiple sales roles and international complexity
• Strong analytical skills with the ability to translate data into executive-ready insights
• Experience leading annual planning cycles with complex stakeholder alignment
• Advanced knowledge of SPM/ICM platforms (e.g., SAP SuccessFactors, Xactly, Varicent, Forma, or similar)

Preferred Qualifications

• Experience in technology, hardware, or hybrid product/services sales models
• MBA or advanced degree in Business, Finance, or related field
• Demonstrated experience leading transformations in highly complex matrixed organizations

Success Metrics (First 12-18 Months)

• On-time, high-quality delivery of annual compensation and quota cycles
• Improved quota attainment correlation to performance and reduced plan complexity
• Increased confidence and trust from Sales leadership in incentive fairness
• Measurable reduction in manual processes and exception handling
• Clear linkage between incentives, sales behavior, and business outcomes

Salary

The pay range for this role is $110,000 to $130,000 USD annually with additional opportunities for pay in the form of bonus and/or equity (applies to United States of America candidates only). Pay varies by work location, job-related.

Benefits

• Health insurance
• Dental insurance
• Vision insurance
• Long term/short term disability insurance
• Employee assistance program
• Flexible spending account
• Life insurance
• Generous time off policies, including; 4-12 weeks fully paid parental leave based on tenure 11 paid holidays
• Additional flexible paid vacation and sick leave (US benefits overview [https://hpbenefits.ce.alight.com/])

The compensation and benefits information is accurate as of the date of this posting. The Company reserves the right to modify this information at any time, with or without notice, subject to applicable law.