Position Details

Type Full-Time

Experience lead

Exp. Years 10+ years

Education Not specified

Category Executive & General Management

About this role

Director of Sales Strategy & Planning at Intercom will own global planning, incentive design, and compensation operations for quota-carrying GTM roles to drive sustainable growth. This role partners with Sales, Solutions, Finance, and RevOps to set targets, design incentives, and govern compensation policies across the org.

Key Responsibilities

Design and implement incentive strategy across GTM; Lead end-to-end planning and quota modeling; Partner with Finance for annual/semi-annual planning and capacity planning; Own compensation policy and governance; Build and lead a Planning and Compensation team

Technical Overview

Role focuses on end-to-end planning, quota strategy, and compensation governance with cross-functional collaboration across Finance, Sales, and RevOps. Emphasizes analytics, modeling, and scenario design in a B2B SaaS context.

Ideal Candidate

The ideal candidate is a senior strategic sales operations leader with 10+ years in sales strategy and RevOps, capable of owning global quota/incentive design for complex B2B SaaS. They bring strong analytics, cross-functional collaboration, and proven leadership to steer compensation governance at scale.

Must-Have Skills

10+ years in sales strategy or RevOps5+ years of people leadership

Required Skills

10+ years in sales strategysales planningsales compensationRevOpsquota settingincentive designannual planningcapacity planningmodelingscenario designfinancial impactchange managementGTMB2B SaaSanalytics

Hard Skills

Sales strategySales planningSales compensationQuota settingIncentive designCompensation operationsAnnual planningCapacity/headcount planningModelingScenario designFinancial impactChange managementGTM (go-to-market) strategyRevenue OperationsRevOpsSubscription and consumption modelsB2B SaaSAnalyticsForecasting

Soft Skills

leadershipstakeholder managementanalytical rigorcommunicationpartnershipcross-functional collaborationownershipstrategic thinking

Industry & Role

Industry SaaS

Job Function Lead global GTM planning, incentive design, and compensation operations for quota-bearing sales teams in a B2B SaaS company.

Role Subtype Director-level leadership

Keywords for Your Resume

DirectorSales Strategy & Planningsales strategysales planningquotaincentive designspiffscompensation operationsCompensation Policyannual planningcapacity/headcount planningmodelingscenario designfinancial impactchange managementgo-to-marketGTMRevOpsRevenue Operationssubscription and consumptionB2B SaaSquota setting

Deal Breakers

Must have 10+ years in sales strategy / RevOps, Experience owning global quota and incentive design for B2B SaaS or usage-based businesses

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Director, Sales Strategy & Planning

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