Sales Compensation Design Strategy Manager

About the role

HP is seeking a Sales Compensation Design Strategy Manager to lead the design, governance and execution of sales incentive and quota programs across a complex, multi-channel go-to-market model. The role sits at the intersection of strategy, analytics and execution, ensuring compensation and quota frameworks drive the right sales behaviours, support margin and growth objectives and scale globally with consistency and transparency. It is a full-time position based in Sant Cugat del Valles.

Key responsibilities

• Lead the end-to-end design of global sales compensation plans across direct, indirect, overlay and specialist roles, managing a team of regional experts and keeping plans aligned to growth strategy, product mix, margin objectives and channel model
• Translate strategic priorities into measurable incentive mechanics such as rates, accelerators, thresholds and SPIFFs
• Own annual and in-year quota planning cycles across regions, segments and roles, developing fair, achievable and differentiated quota methodologies based on data and historical performance
• Partner with Sales Operations, Finance and GTM leaders to align quotas to revenue targets and capacity models, and drive consistent quota allocation processes and approval frameworks globally
• Set up performance analytics to evaluate plan effectiveness, quota attainment, pay-for-performance and ROI, identify trends and risks, and recommend plan or quota adjustments
• Deliver executive-level insights and scenario modelling, and act as a trusted advisor to senior Sales and Finance leadership
• Lead and develop a high-performing compensation and quota planning team and influence across a matrixed organisation without direct authority

Required profile

• 10+ years of progressive experience in sales compensation and quota planning
• Proven leadership experience in a large, international, matrixed organisation
• Deep expertise in compensation plan design and quota methodologies across multiple sales roles and international complexity
• Experience leading annual planning cycles with complex stakeholder alignment
• Demonstrated experience leading transformations in highly complex matrixed organisations
• Preferred: fluency in Business English (verbal and written); Bachelor's or Master's degree in Business, Finance or a related field

Required skills

• Strong analytical skills, able to turn data into executive-ready insights
• Advanced knowledge of SPM/ICM platforms such as SAP SuccessFactors, Xactly, Varicent, Forma or similar