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Remote - US: Select locations

Senior Manager, Sales Compensation & Planning

Dropbox is a Virtual First company. For this role, we are hiring in Zones 2 and 3. Please refer to our Compensation section below to see what neighborhoods fall under each Zone.

Company Description

Dropbox isn’t just a workplace—it’s a living lab for more enlightened ways of working. We're a global community of more than 2,000 bold visionaries and resourceful doers who are shaping the future of Dropbox—and with it the future of work. Our Virtual First model combines the flexibility of a distributed workplace with the power of human connection, making space for both meaningful work and meaningful relationships. With our start-up mindset and enterprise-level opportunities, you can be who you are and grow into who you’re meant to be. Here, you can own your impact to make work more intuitive, joyful, and human—for you as a Dropboxer and for hundreds of millions of people worldwide. If you're ready to push boundaries—and yourself— Dropbox is ready for you.

Team Description

Our Business Strategy & Operations team sets and drives key business initiatives across the company. We complement and support product, engineering, sales, and marketing teams across three critical areas: corporate and business unit strategy, business planning and sales operations, and business systems and tools development.

Role Description

As the Senior Manager of Sales Compensation and Planning in the Customer Strategy & Operations (CSO) organization, you will play a critical role leading our sales compensation & quota strategy at Dropbox.  This role will be responsible for designing and managing effective compensation plans, ensuring accurate and timely payout calculations, setting and managing sales quotas, and collaborating closely with Finance and Sales Leadership to align compensation with annual planning and business objectives.

The ideal candidate will bring a strategic mindset, strong analytical skills, and a proven ability to drive results in a multi-product growth environment. This position offers the opportunity to make a significant impact on the performance and motivation of our sales team while ensuring alignment with company goals. This role will be reporting into the Head of Customer Strategy & Operations and will have significant visibility across senior GTM leadership.  

Responsibilities

  • Develop and manage competitive, scalable, and motivating sales compensation plans that align with company objectives and market trends.
  • Partner with Finance and Sales Leadership to continuously evaluate and enhance compensation programs to be compliant, equitable, and support financial targets.
  • Own the end-to-end process sales compensation payouts including forecasting costs, calculating and processing with accuracy, handling escalations and inquiries, and ensuring clear communication. 
  • Leverage historical performance data and market trends to build “Books of Business” that ensure quotas by Direct and Channel role types drive optimal productivity to support business goals. 
  • Lead annual planning cycles translating business objectives into sales and retention quota goals, including quarterly assessments to iterate plans based on performance and feedback loops
  • Build and maintain quotas by role, managing annual and quarterly plans, adapting based on change in strategy and offerings.
  • Ensure global sub-regions and routes to market goals are balanced and adapted based on coverage models and productivity metrics
  • Optimize sales performance tracking and own reporting requirements within incentive management tools and adapt to new offerings and sales motions.

Requirements

  • 10+ years of experience in sales operations, finance, or a related field, with at least 5 years in a leadership role managing sales compensation and planning.
  • Deep knowledge of sales compensation design, quota-setting best practices, and financial planning.
  • Strong analytical skills with expertise in Excel and financial modeling
  • Experience with sales operations functions within CRM (SalesForce) and Incentive Management tools (Forma) 
  • Strong verbal and written communication skills
  • Interpersonal skills with a proven ability to engage at all sales role levels; from rep to executives
  • Ability to adapt and scale work within high-demand periods across financial year
  • Strong problem-solving skills and a proactive approach to driving improvements.

Preferred Qualifications

  • Familiarity with P&L management and financial planning.
  • Understands benchmarking around role productivity 
  • Proficiency with reporting tools like Tableau and other data visualization platforms.

Compensation

US Zone 1

This role is not available in Zone 1

US Zone 2
$185,100—$250,500 USD
US Zone 3
$164,600—$222,600 USD

The range(s) listed above is the expected annual salary/OTE (On-Target Earnings) for this role, subject to change.

Please note, OTE are for sales roles only.

Salary/OTE is just one component of Dropbox’s total rewards package. All regular employees are also eligible for the corporate bonus program or a sales incentive (target included in OTE) as well as stock in the form of Restricted Stock Units (RSUs).

Dropbox takes a number of factors into account when determining individual starting pay, including job and level they are hired into, location/metropolitan area, skillset, and peer compensation.  We target most new hire offers between the minimum up to the middle of the range.

Dropbox uses the zip code of an employee’s remote work location to determine which metropolitan pay range we use. Current US Zone locations are as follows:

• US Zone 1: San Francisco metro, New York City metro, or Seattle metro
• US Zone 2: Austin (TX) metro, Chicago metro, California (outside SF metro), Colorado, Connecticut (outside NYC metro), Delaware, Massachusetts, New Hampshire, New York (outside NYC metro), Oregon, Pennsylvania (outside NYC or DC metro), Washington DC metro, and West Virginia (DC metro)
• US Zone 3: All other US locations

Benefits

Dropbox is committed to investing in the holistic health and wellbeing of all Dropboxers and their families. Our benefits and perks programs include, but are not limited to:

  • Competitive medical, dental, and vision coverage
  • 401(k) plan with a generous company match and immediate vesting
  • Flexible PTO/Paid Time Off, paid holidays, Volunteer Time Off, and more, allowing you time to unplug, unwind, and refresh
  • Income Protection Plans: Life and disability insurance
  • Business Travel Protection: Travel medical and accident insurance
  • Perks Allowance to be used on what matters most to you, whether that’s wellness, learning and development, food and groceries, and much more
  • Parental benefits including: Parental Leave, Child and Adult Care, Day Care FSA, Fertility Benefits, Adoption and Surrogacy Support, and Lactation Support
  • Access to over 10,000 global co-working spaces through Gable.to, making it easy to book flexible workspaces for collaboration or individual work
  • Quarterly Cell phone and internet allowance
  • Mental health and wellness benefits
  • Disability and neurodivergence support benefits

Additional benefit details are available upon request.

 

Dropbox is an equal opportunity employer. We are a welcoming place for everyone, and we do our best to make sure all people feel supported and connected at work.

Other open positions

Our Business Strategy & Operations team sets and drives key business initiatives across the company. We complement and support product, engineering, sales, and marketing teams across three critical areas: corporate and business unit strategy, business planning and sales operations, and business systems and tools development.