Director, Sales Planning

PagerDuty, Inc. (NYSE: PD) is the global leader in AI-first digital operations. 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.

We are seeking a Director of Sales Planning, Compensation & Analytics to serve as a strategic partner to Senior Sales Leaders, reporting to the VP, Field Operations. This role leads sales planning, forecasting, compensation design, headcount investments, and quota coverage.

• Own the annual and in-year planning calendar with Sales, Finance, and People; deliver territories, quotas, and comp plans ready on day one of the fiscal year.
• 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; set and allocate quotas across segments, geographies, and roles.
• Design role-based incentive plans (pay mix, measures, thresholds, accelerators, caps, SPIFs) and run the compensation governance committee.
• Oversee the full monthly and quarterly commission cycle with high accuracy and on-time delivery; own the ICM platform and data flows among Salesforce, billing, HRIS, and payroll.
• Measure plan effectiveness, partner with Sales Operations and Finance on forecasting, and deliver executive reporting for QBRs and board materials.
• Work with GTM Systems to improve the planning, analytics, and ICM stack (Salesforce, Anaplan, Clari, Tableau, and ICM tooling); use automation and AI to speed up modeling and catch anomalies.
• Build, lead, and develop a high-performing team of managers and analysts.

• 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.
• Hands-on ownership of territory design, quota setting, and sales compensation plan design; experience running or overseeing commission operations.
• 4+ years leading and developing teams, including managers or senior individual contributors.
• 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., Xactly, CaptivateIQ, Varicent, Spiff, Anaplan ICM, Pigment).
• Working knowledge of SOX controls and ASC 606 / ASC 340-40 as they relate to commissions.
• 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.

The base salary range for this position is 147,000 - 246,400 USD. This role may also be eligible for bonus, commission, equity, and/or benefits. PagerDuty offers a comprehensive benefits package including company equity, ESPP, retirement or pension plan, generous paid vacation time, paid holidays and sick leave, paid parental leave (22 weeks for pregnant parent, 12 weeks for non-pregnant parent), paid volunteer time off (20 hours per year), and mental wellness programs.

PagerDuty operates a hybrid work model with offices in 8 major cities: Atlanta, Lisbon, London, San Francisco, Santiago, Sydney, Tokyo, and Toronto. Candidates must reside in an eligible location; restrictions apply in Australia, Canada, and the United States.