Head of Sales (Remote)

NYSE: PD) is the global leader in AI-first digital operations. By automatically detecting, diagnosing, and remediating issues, the PagerDuty Platform orchestrates AI agents and automated workflows with context from over 750 integrations. Trusted by approximately two-thirds of the Fortune 100 and nearly half of the Fortune 500, PagerDuty is the industry standard for organizations scaling resilient, autonomous operations. Notable customers include Chipotle, Cloudflare, Docusign, Fox, Nvidia, Salesforce, Spotify, Zoom and more.

We are growing rapidly and hiring top talent with leading AI skills across engineering, sales, product, marketing, and beyond as we build the leading digital operations platform. We are seeking a Director of Sales Planning, Compensation & Analytics who will serve as a strategic partner to our Senior Sales Leaders. This role is integral to our commitment to revenue growth, with responsibilities encompassing sales planning, forecasting, compensation design, headcount investments and quota coverage.

As our Director of Sales Planning, Compensation & Analytics, you will be reporting to the VP, Field Operations, leading the charge in the development, implementation, and ongoing refinement of sales strategies, programs, and initiatives. The perfect candidate has experience working in fast-paced, high-growth environments and possesses a comprehensive understanding of diverse sales metrics, processes, and tools. Proficiency in enterprise selling processes, SaaS, and digital sales metrics is highly desirable.

We are looking for a leader who can identify and implement improvements in all aspects of sales operations, with a particular emphasis on sales planning. This role demands a combination of strong operational skills, deep analytical abilities, and the capacity to provide strategic support to our sales leadership teams. Your focus will be managing functions crucial to our go-to-market strategy and sales-related initiatives aimed at driving enablement and productivity. GTM & Sales Planning
Own the annual and in-year planning calendar with Sales, Finance, and People.

Build capacity and coverage models that turn bookings/ARR targets into headcount, ramp, and productivity assumptions across field, inside/digital, product-led, and partner motions. Lead account segmentation, territory design, and account assignment rules. Build scenario models that show leaders the tradeoffs among headcount, coverage, quota, productivity, cost of sales, and revenue before they decide.

Sales Compensation Design & Governance
Design role-based incentive plans (pay mix, measures and weights, thresholds, accelerators, caps, SPIFs) that reward the behaviors our strategy depends on, such as new logo, expansion, multi-product, and retention. Partner with Finance, Total Rewards, and Legal on plan cost modeling, market benchmarking, and approvals. Maintain clear, consistent policies for crediting, splits, territory transfers, windfalls, clawbacks, and exceptions. Own plan documents, rollout, and field enablement so every seller understands how they're measured and paid.

Compensation Operations
Own the incentive compensation management (ICM) platform and the data flows among Salesforce, billing, HRIS, and payroll. Design and maintain controls, documentation, and audit readiness, including SOX compliance and support to Accounting on ASC 340-40 commission capitalization. Sales Analytics & Insights
Measure plan and program effectiveness: attainment distribution, pay-for-performance alignment, cost of sales, productivity, ramp time, and seller retention.

Partner with Sales Operations and Finance on forecasting methodology, pipeline coverage, and bookings and capacity inputs to the forecast. Define and govern core GTM metrics as a single source of truth, and deliver executive reporting for QBRs, board materials, and operating reviews. Answer ad hoc strategic questions from the CRO and sales leaders with clear, decision-ready analysis. Work with GTM Systems/Business Technology to improve our planning, analytics, and ICM stack (Salesforce, Anaplan, Clari, Tableau, and ICM tooling).

Build alignment across Sales, Finance, People, Marketing, Customer Success, and Product on GTM strategy and process improvements.

A documented governance model (planning calendar, policies, exception process, controls) holds up in audit and scales as we grow.
10+ years of progressive experience in Sales/Revenue Operations, GTM planning, sales compensation, or business strategy and analytics.
~5+ years in a B2B SaaS environment, ideally with multiple sales motions (enterprise, commercial, digital/PLG, partner).
~ Hands-on ownership of territory design, quota setting, and sales compensation plan design; experience running or overseeing commission operations.
~Advanced financial modeling and analytical skills; fluency with Salesforce data and comfort with SQL or similar tools.

Salesforce power user; experience with Anaplan (or similar planning platform), Clari, and Tableau. Experience administering or implementing an ICM platform (e.g., Experience with usage- or consumption-based, multi-product, or hybrid PLG and sales-led models. Practical experience applying AI and automation to planning, analytics, or compensation workflows. WorldatWork Certified Sales Compensation Professional (CSCP) or similar credential. Clear, concise communicator in writing and in the room, with the credibility to push back on senior leaders and say no when needed.

Strong judgment on fairness and consistency, balancing policy against practical business needs. Handles ambiguity well and brings structure and repeatable process to complex, cross-functional work. This role may also be eligible for bonus, commission, equity, and/or benefits. Whether you're exploring a career change or taking your next step, we look forward to reviewing your application. PagerDuty operates a hybrid work model with offices in 8 major cities: Our values guide how we support customers, collaborate with colleagues, develop products, and foster a culture of belonging.

People Leaders at PagerDuty are responsible for creating high performance environments that drive accountability. PagerDuty has four key dimensions that define our Leadership Impact: Lead Self, Lead the Team, Lead the Business, and Lead the Future. Each dimension has three associated competencies to give leaders a shared language for guiding their development, career, promotion, and succession planning discussions. Our Manager Expectations serve as a practical guide for managers to understand their responsibilities, prioritize their efforts, and drive engagement and performance.

As a global organization, our total rewards approach is competitive with industry standards and aligned with local laws and regulations. Learn more, including country-specific offerings, on our benefits site. Flexible work arrangements
Company equity*
ESPP (Employee Stock Purchase Program)*
Retirement or pension plan*
Paid holidays and sick leave
Paid parental leave: 22 weeks for pregnant parent, 12 weeks for non-pregnant parent (some countries have longer leave standards and we comply with local laws)*
NYSE:PD) is a global leader in digital operations management.

The PagerDuty Operations Cloud is an AI-powered platform that empowers business resilience and drives operational efficiency for enterprises. With a generative AI assistant at its core, PagerDuty empowers teams to detect and resolve issues in real time, orchestrate complex workflows, and drive continuous improvement across their digital operations.

Trusted by nearly half of both the Fortune 500 and the Forbes AI 50, as well as approximately two-thirds of the Fortune 100, PagerDuty is essential for delivering always-on digital experiences to modern businesses
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