Planning and Design Principal

HP • Spring, TX

3d

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