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We are seeking a highly analytical and process-driven Director of Sales Operations & Sales Planning to own the strategy, design, execution, and optimization of our global sales compensation programs. This role will be a key member of the Sales Operations leadership team, reporting directly to the VP of Sales Operations, and will play a pivotal role in enabling revenue growth, improving sales productivity, and driving operational efficiency through incentive design, commissions administration, and planning excellence.
Key Responsibilities
Sales Compensation Strategy & Design
- Develop, implement, and manage global sales compensation plans that align with company goals and motivate high performance across direct and indirect sales teams.
- Partner with Finance, HR, and Sales Leadership to ensure compensation plans are equitable, effective, scalable, and compliant.
- Evaluate and adjust plan structures based on changing business needs and market trends.
Commissions Operations
- Own end-to-end commissions administration including monthly/quarterly processing, validation, and dispute resolution.
- Manage the commission calculation platform (e.g., Xactly or similar), ensuring accurate, timely payouts and system optimization.
- Create and maintain detailed documentation of commission rules, logic, and workflows to support transparency and audit readiness.
Sales Planning
- Collaborate with Revenue Operations, Sales, and Finance to support annual territory, quota, and headcount planning processes.
- Model and forecast compensation plan impact and cost of sales to support budgeting and strategic decisions.
- Provide insights and analytics on compensation performance metrics, ROI of incentive programs, and territory effectiveness.
Cross-Functional Collaboration
- Serve as the point of contact for all compensation and commissions-related inquiries from sales reps and managers.
- Partner closely with Legal and Compliance to ensure adherence to local laws, policies, and compensation regulations in all operating regions.
- Lead training and enablement sessions on compensation plan rollouts and tools.
Qualifications
- Bachelor's degree in Business, Finance, Economics, or related field; MBA or advanced degree a plus.
- 8+ years of experience in Sales Compensation, Sales Operations, or Finance roles, with at least 3+ years in a leadership capacity.
- Experience in enterprise software, SaaS, or cybersecurity industries strongly preferred.
- Strong knowledge of sales comp plan design, incentive modeling, and commission operations best practices.
- Proficiency with compensation tools such as Xactly, CaptivateIQ, or Anaplan, and CRM systems like Salesforce.
- Advanced Excel and data modeling skills; working knowledge of Tableau or other BI tools a plus.
- Exceptional organizational, communication, and cross-functional collaboration skills.
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Qualys is an Equal Opportunity Employer, please see our EEO policy.