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Senior Director Sales Planning and Insights



Sales & Business Development
Denver, CO, USA
Posted on Saturday, September 16, 2023

From Fivetran’s founding until now, our mission has remained the same: to make access to data as simple and reliable as electricity. With Fivetran, customer data arrives in their warehouses, canonical and ready to query, with no engineering or maintenance required. We’re proud that more organizations continue to leverage our technology every day to become truly data-driven.

About the Role:

Fivetran is building data pipelines to power the modern data stack for thousands of companies. We’re looking for a tenured and highly skilled Sales Planning and Insights leader to join our fast-growing global sales organization. The successful candidate will be responsible for architecting Fivetran’s global Sales planning process and driving insights about the business to execute our strategic vision. Specifically, they will own the sales planning model and headcount, territory, quota, and compensation design, and insights into the performance of the GTM org.

The candidate should be familiar with consumption-based SaaS GTM models and sales processes, in order to align roles and responsibilities with quotas and incentives that support the overall sales strategy. The successful candidate will be a self-starter comfortable working in a dynamic, data-driven environment, and who demonstrates curiosity, empathy and initiative.

What You’ll Do

  • Serve as subject matter expert and trusted advisor to the revenue organization, in order to guide decisions around Sales Planning, compensation and performance related issues.
  • Lead the territory design process, including maintaining enrichment tools to set territory TAMs, cutting territories to align with the GTM strategy and ROE, running ongoing analysis to optimize territories, and ensuring quota setting aligns with territory design
  • Build and manage the bottom-up capacity model for the sales organization, determining appropriate AE and supporting role ratios and hiring plans to achieve revenue targets in an effective and efficient manner
  • Derive insights into the performance of the business against our GTM plan to identify areas of optimization and improved go-forward planning.
  • Lead all quota setting and sales compensation design and distribution cycles, performing analysis to inform potential plan improvements, design changes, and quota allocation
  • Build and maintain a variety of models to track/forecast program costs and determine potential break-even and/or ROI. Report to finance on commission cost trends and drivers
  • Communicate with the revenue team and relevant stakeholders on capacity planning changes, compensation policy and program changes in a compelling and effective manner
  • Manage the sales compensation plan design process (including policy setting and exception handling), distribution, communication, reporting, and analysis
  • Work closely with the HR Comp & Benefits team to establish and update compensation practices and policies across all GTM roles
  • Partner with IT and the Revenue Operations Systems team to ensure sales tools and CRM are architected to seamlessly integrate with and properly support Sales Planning and Compensation processes and platforms.
  • Lead the selection and implementation of an enterprise class Sales Planning Management (SPM) platform
  • Work with the Incentive Compensation management (ICM) platform team to ensure that the implementation of the ICM reflects the designed intent of the compensation plan

Skills We’re Looking For

  • 12+ years work experience in B2B Sales Planning, Insight and Compensation, preferably in a technology or SaaS environment
  • Expertise with territory design and optimization as well as data enrichment tools used to build effective territories
  • Experience with incentive plan structures (pay mix; on-target earnings; excellence points; quotas; plan measures & mechanics; acceleration; pay for performance)
  • Deep level of knowledge around CBP (consumption based pricing) in a SaaS model and creating incentive strategies that align to our company goals
  • Ability to independently address analytical requests: understand the core question being asked; gather required data; build models and validate assumptions; perform analyses; summarize and present results in a compelling manner
  • Superb Excel skills: model building; use of advanced formulas and arrays; pivot tables; data manipulation
  • Customer service oriented with the ability to work with individuals at all levels of the organization to solve problems
  • Experience managing, SPM, and Xactly platforms
  • 5-7 years of People Management experience


The pay range displayed on this job posting reflects the minimum and maximum target for new hire salaries for the target position and level. Our pay ranges are determined by role, level, and location. Our job titles may span more than one career level. Within the range, individual pay is determined by additional factors, including job-related skills, experience, relevant education or training, business need, market demands. The pay range is subject to change and may be modified in the future. Your recruiter can share more about the specific pay range for your location during the hiring process.

This range represents base salary only and does not include incentive for sales roles, equity, or benefits, if applicable.

Pay Range
$216,480$270,600 USD

Perks and Benefits

  • 100% employer-paid medical insurance*
  • Generous paid time-off policy (PTO), plus paid sick time, inclusive parental leave policy, holidays, and volunteer days off
  • RSU stock grants
  • Professional development and training opportunities
  • Company virtual happy hours, free food, and fun team building activities
  • Monthly cell phone stipend
  • Recharge, reenergize, and pursue personal and professional goals with a 30 day paid leave after 5 years

*may vary by country - please reach out to your recruiter for more information

To learn more about Fivetran's benefits by region - click here.

We’re honored to be valued at over $5.6 billion, but more importantly, we’re proud of our core values of Get Stuck In, Do the Right Thing, and One Team, One Dream. Read about us in Forbes.

Fivetran brings together high-quality talent across the globe to make data access as easy and reliable as electricity for our customers. We value and recognize that our customers benefit from having innovative teams made of people from many backgrounds, experiences and identities. Fivetran promotes diversity, equity, inclusion & belonging through attracting, recruiting, developing and retaining a diverse workforce, not only because it is the right thing to do, but because it helps us build a world-class company to better serve our customers, our people and our communities.

To learn more about Fivetran’s culture and what it’s like to be part of the team, click here and enjoy our video.

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