Sales Compensation Analyst

Team Description 

Our People team makes sure Dropbox is a great place to work every day. We're responsible for growing and developing the careers of the talented people who work here.

Role Description

As a Sales Compensation Analyst, you will help build out our sales incentive programs that motivate our global sales team to succeed. Joining the Total Rewards Team, you will have the opportunity to contribute across the full gamut of sales compensation topics as well as gain exposure to broader sales strategy and operational areas. You will assist in building scalable processes and tools for managing our sales compensation programs, design sales incentive plans that align to our business strategy and collaborate extensively across Sales, Finance, and Sales Operations to contribute insights that drive the direction of our fast growing business.


  • Champion Dropbox’s sales compensation philosophy and partner with Business Leads and the Sales Operations Team to design and deliver balanced sales compensation programs that ensure delivery of business objectives, and incentivize our sales team to the highest levels of achievement and excellence. 
  • Make compensation recommendations (i.e., compensation bands, level, mix) for the sales team
  • Participate in sales compensation surveys, conduct external market pricing, and prepare pricing analyses and reports
  • Assist with annual compensation processes, including merit increases, pay mix adjustments/alignment and equity grants for the sales team
  • Assist recruiters with offer packages for sales employees by applying Dropbox compensation policies in fair and equitable ways
  • Improve internal processes to scale as the company grows (e.g. sales compensation policies, new hires/transfers compensation,  market benchmarking)
  • Assist in the effort(s) to define sales incentive plan design:
    • Sales compensation benchmarking against peers and industry best practices, with the Sales Operations Team
    • Assessment of sales plan effectiveness, to recommend levers for the future periods
  • Assist the Sales Operations Team with:
    • Questions around incentive plan components, sales quotas, compensation payouts and deal crediting 
    • Quota setting and exception management
  • Support other global and local compensation programs and processes as required


  • 3+ years of sales compensation experience
  • Prior experience with Xactly or other sales compensation software (Callidus, OIC, Varicent) is strongly preferred
  • Strong knowledge and experience with sales compensation plan design and strong financial and business acumen
  • Excellent Excel skills with the ability to manipulate large volumes of data and strong Paper skills with the ability to build audience-specific presentations
  • Great communication skills with the ability to partner and build relationships with cross-functional business partners to collaborate to recommend sales compensation solutions that solve business problems
  • Strong project management skills with the ability to plan, organize, and resource assignments of substantial variety and complexity
  • University degree

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