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Director, Sales Planning and Analysis



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Sales & Business Development
Sunnyvale, CA, USA
Posted on Saturday, January 20, 2024

No Agency Submissions Accepted.

Onsite work in Sunnyvale, CA 3 days per week

In this role, you will lead the Sales Planning & Analysis function, collaborating closely with the Finance team to develop Compensation Plans, Territory Plans, AOP Plans, Payout Reviews, and oversee the budget. You will be a strategic advisor and partner, offering forward-looking insights, critical analytical thinking, and financial leadership to ensure the alignment of sales processes with the financial needs of the organization.

Everyday, you will take charge of Compensation Design & Territory Alignment, leading the annual compensation design process, influencing stakeholders through data analysis and scenario modeling, and training sales leaders on compensation design. Additionally, you'll work on Territory Quota Modeling and govern rules of engagement to drive sales success. Headcount Planning & Analysis will be another key responsibility, involving managing the Sales Headcount Plan, building forward-looking headcount models, and becoming a trusted advisor to sales managers.

To thrive in this role, you must bring 15+ years of compensation and FP&A experience in the high-tech industry, with a track record of building strong cross-functional relationships. Your superior analytical skills, data visualization abilities, and exceptional forecasting grasp will be crucial. You should be an effective communicator, capable of presenting to executive leadership, and possess the initiative, flexibility, and project management skills to handle tasks with minimal supervision. Your commitment to data-driven decision-making and a "Do what it takes" attitude, along with strong financial modeling skills in MS Excel, will contribute to your success in this role.

About the Team:

At Illumio we believe that Sales Operations is critical to Sales success – the growth driver of every company. Our team and micro-segmentation cybersecurity business are growing quickly and we’re looking for high-energy, driven people who are passionate about helping sales teams succeed.

About the Role:

This is a highly visible position with strong cross functional exposure. The role will interact heavily with Illumio’s Sales leadership team and as a result will offer a unique opportunity for a motivated and talented person to make meaningful contributions to an already successful team. As the Director, Sales Planning & Analysis you will lead planning and analysis for our Sales, Channel and Customer Success team in close partnership with the Finance organization. You will collaborate with the VP of Sales Operations to develop Compensation Plans, Territory Plans, AOP Plans, Payout Reviews and Budget oversight. In this role you will have a good understanding of the sales processes while balancing the financial needs of the organization. This position requires a person who will be a strategic advisor and partner providing forward-looking insights, critical analytical thinking, and financial leadership.

Key Responsibilities:

Compensation Design & Territory Alignment

  • Lead the Annual Compensation Design Process in close partnership with Finance, HR, and Sales.

  • Guide and Influence stakeholders through the design process by using levers such as benchmarking, scenario modeling and data analysis.

  • Manage and Train sales leaders on compensation design (i.e. quota setting, commission related communication to field, non-standard commission proposal)

  • Territory Quota Modelling with a view to creating equitable territories and ensuring adequate coverage and optimal ratios across all the different Sales Roles.

  • Govern and calibrate rules of engagement/territory management, customer segmentation, and end-to-end sales process to drive success.

Headcount Planning & Analysis

  • Own the Sales Headcount Plan while working with Sales Leadership to understand and prioritize sales headcount needs across various functions.

  • Build forward looking headcount Models in line with company goals and revenue targets.

  • Become a trusted advisor to sales managers to lean on for direction in balancing short vs. long term objectives.

  • Manage, update, and reconcile all sales planning workbooks and presentations with FP&A, Finance, and HR on a weekly basis.

  • Manage new hire and termination data and update sales workbooks accordingly.

KPI’s and Metrics

  • Building out sales performance reporting and dashboards

  • Measuring program effectiveness across our sales and channel programs

  • Support sales operating cadence (MBR’s, QBR’s, Board Metrics)

  • Create and measure KPI’s and report results & trends from the data


  • 15+ years’ experience in compensation and FP&A experience in a high-tech environment, working in a cross-functional and leading a highly motivated and talented team.

  • Demonstrated capability to build strong cross-functional working relationships.

  • Enthusiastic, take action executer; be able to get into the details and get the job done while at the same time being able to see the forest for the trees.

  • Superior analytical skills and data visualization skills

  • Exceptional grasp of forecasting methods and techniques

  • Can articulate with excellent verbal and written communication skills. Experience in presenting to executive leadership.

  • Ability to think creatively; self-driven and motivated. The highest standards of integrity and transparency; highly organized

  • Comfortable completing projects requiring individual initiative and flexibility in tight time frames with minimal direct supervision.

  • Demonstrated ability to analyze data and collaborate effectively with cross-functional teams and drive data-driven decision-making.

  • “Do what it takes” attitude with a focus on completing projects and willingness to “get their hands dirty”

  • Strong project management & financial modeling skills in MS Excel

About Illumio:

Illumio, the pioneer and market leader of Zero Trust segmentation, prevents breaches from becoming cyber disasters. Illumio protects critical applications and valuable digital assets with proven segmentation technology purpose-built for the Zero Trust security model. Illumio ransomware mitigation and segmentation solutions see risk, isolate attacks, and secure data across cloud-native apps, hybrid and multi-clouds, data centers, and endpoints, enabling the world’s leading organizations to strengthen their cyber resiliency and reduce risk.

Illumio believes that an environment of unique backgrounds, experiences, viewpoints, and individual contributions drives our success and makes us stronger together. We are dedicated to creating and maintaining a diverse culture and emphasizing inclusion and belonging.

Pay Range:

$ 196,000.00 USD - $235,000.00 USD

The pay range for this job level is a general guideline only and not a guarantee of compensation or salary. Additional factors considered in extending an offer include (but are not limited to) responsibilities of the job, education, location, experience, knowledge, skills, abilities, as well as internal equity, alignment with market data, or applicable laws.


At Illumio we offer a wide range of benefits to our eligible team members. Our benefit programs vary by location and can include Medical, Dental, Vision Coverage – Health and Dependent Savings Accounts – Life and Disability Programs – Paid Parental Leave – Voluntary Benefit Programs – Company Sponsored Wellness Program – Wellness Reimbursement Program - Retirement Savings – Equity Opportunities – Paid time off and Paid Holidays – Employee Incentive Program.#LI-CW1 #LI-HYBRID

This job is no longer accepting applications

See open jobs at Illumio.