Strategic HRBP - Sales Leadership & Org Design

Forward; Santa Clara (CA); On-site; USD 210,000 - 265,000; Full time

Job summary

Forward is seeking an HR Business Partner to partner with our Sales organization. You will help shape the talent, culture, and structure of revenue teams, working closely with CROs, VPs of Sales, and Directors to align people strategy with go-to-market goals.

The role requires credibility with senior leaders and a deep understanding of commission-based pay, org design, and workforce planning. You will lead talent management, behavior-based coaching, and change initiatives that scale with growth.

Qualifications

• 7–10+ years of progressive HR Business Partner experience
• Significant experience partnering with Sales leadership (CRO, VP, Directors)
• Deep understanding of sales structures, compensation plans (base/commission/OTE) and quota dynamics
• Strong track record in org design, workforce planning and change management
• Excellent coaching, communication, and relationship-building with senior leaders
• Data-driven HR approach with dashboards on attrition, ramp, productivity, and headcount
• Experience handling employee relations, performance management, and legal considerations
• Experience with incentive compensation design and annual planning cycles

Responsibilities

• Serve as strategic advisor to Sales leadership on org design, territory/quota structure, workforce planning and leadership effectiveness.
• Translate revenue targets into people strategies including org design, span of control and role architecture as sales scales.
• Lead full-cycle talent management for sales groups: performance reviews, calibration, succession, promotions, and career paths.
• Use data on attrition, ramp time, quota attainment, and productivity to diagnose health and propose interventions.
• Partner with Talent Acquisition on sales hiring, headcount planning and seasonal cycles.
• Lead org design and change management around territory realignments, M&A, or new market launches.
• Coach sales managers on leadership, performance discussions, and motivation in a quota-driven environment.
• Collaborate with Compensation on commission plan design and annual pay cycles for alignment with performance.

Skills

Org design

Workforce planning

Sales compensation

People analytics

Executive coaching

Employee relations

Communication

Education

Bachelor's degree

MBA / HR / Organizational Psychology

SHRM-SCP/SPHR certification

Job description

Forward is seeking an HR Business Partner to partner with our Sales organization. You will help shape the talent, culture, and structure of revenue teams, working closely with CROs, VPs of Sales, and Directors to align people strategy with go-to-market goals.

The role requires credibility with senior leaders and a deep understanding of commission-based pay, org design, and workforce planning. You will lead talent management, behavior-based coaching, and change initiatives that scale with growth.