Planning and Design Principal

HP • All Cities, CT

1d

About The Position

HP is seeking a Principal of Sales Compensation & Quota Planning to lead the design, governance, and execution of global sales incentive and quota programs across a complex, multi-channel go-to-market model. This role sits at the intersection of strategy, analytics, and execution , ensuring compensation and quota frameworks drive the right sales behaviors, support margin and growth objectives, and scale globally with consistency and transparency. The ideal candidate is both strategic and hands-on , with proven experience leading compensation design and quota planning in large, matrixed organizations and serving as a trusted advisor to Sales, Finance, and Executive leadership.

Requirements

• 15+ years of progressive experience in sales compensation and quota planning
• Proven leadership experience in a large, global, matrixed organization
• Deep expertise in compensation plan design and quota methodologies across multiple sales roles and global complexity
• Strong analytical skills with the ability to translate data into executive-ready insights
• Experience leading annual planning cycles with complex stakeholder alignment
• Advanced knowledge of SPM/ICM platforms (e.g., SAP SuccessFactors, Xactly, Varicent, Forma, or similar)

Nice To Haves

• Experience in technology, hardware, or hybrid product/services sales models
• MBA or advanced degree in Business, Finance, or related field
• Demonstrated experience leading transformations in highly complex matrixed organizations

Responsibilities

• Sales Compensation Strategy & Design Lead the end-to-end design of global sales compensation plans across direct, indirect, overlay, and specialist roles
• Ensure plans are aligned to HP’s growth strategy, product mix, margin objectives, and channel model
• Balance simplicity, scalability, and motivational impact while maintaining governance and compliance
• Translate strategic priorities into measurable incentive mechanics (rates, accelerators, thresholds, SPIFFs)
• Quota Planning & Deployment Own annual and in-year quota planning cycles across regions, segments, and roles
• Develop quota methodologies that ensure fairness, achievability, and differentiation , grounded in data and historical performance
• Partner with Sales Operations, Finance, and GTM leaders to align quotas to revenue targets and capacity models
• Drive consistent quota allocation processes, timelines, and approval frameworks globally
• Analytics, Insights & Performance Management Establish performance analytics to evaluate plan effectiveness, quota attainment, pay-for-performance, and ROI
• Identify trends, risks, and unintended behaviors and recommend plan or quota adjustments
• Deliver clear executive-level insights and scenario modeling to support decision-making
• Leadership & Stakeholder Management Act as a trusted advisor to senior Sales and Finance leadership
• Lead and develop a high-performing compensation and quota planning team
• Influence across a matrixed organization without direct authority
• Navigate ambiguity and competing priorities with executive presence and clarity

Benefits

• Health insurance
• Dental insurance
• Vision insurance
• Long term/short term disability insurance
• Employee assistance program
• Flexible spending account
• Life insurance
• Generous time off policies, including;
• 4-12 weeks fully paid parental leave based on tenure
• 11 paid holidays
• Additional flexible paid vacation and sick leave

What This Job Offers

• Job Type: Full-time
• Career Level: Principal
• Education Level: No Education Listed