Planning and Design Principal

HP•Spring, TX

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

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)
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
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
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