Director Of Sales Planning - Remote Eligible

Director Of Sales Planning

Huntress is a fully remote, global team of passionate experts and ethical badasses on a mission to break down the barriers to cybersecurity. Whether creating purpose-built security solutions, hunting down hackers, or impacting our community, our people go above and beyond to change the security game and make a real difference.

Founded in 2015 by former NSA cyber operators, Huntress protects all businesses—not just the 1%—with enterprise-grade, fully owned, and managed cybersecurity products at the price of an affordable SaaS application. The Huntress difference is our One Team advantage: our technology is designed with our industry-defining Security Operations Center (SOC) in mind and is never separated from our service.

We protect 4M+ endpoints and 7M+ identities worldwide, elevating underresourced IT teams with protection that works as hard as they do. As long as hackers keep hacking, Huntress keeps hunting.

As Huntress continues to scale rapidly across Go-to-market (GTM) motions (direct, partner, distributor), we're looking for a Director of Sales Planning to lead the design, governance, and execution of quotas, territories, capacity models, and incentive programs. In this role, you will support the entire Huntress sales organization, including Sales Development Representatives, Account Executives, Account Managers, Sales Engineers, and Reseller Sales Managers, and will lay the foundation for a future Sales Planning & Effectiveness function within RevOps.

This is a new, highly visible, and cross-functional leadership role reporting directly to the VP of Revenue Operations. You will partner closely with FP&A, Sales Ops, Systems, and Sales Acceleration to ensure revenue targets translate into fair, actionable quotas and incentive structures that drive Huntress' ARR growth priorities.

You'll also be responsible for overseeing the administration and audit of our CaptivateIQ commission platform, ensuring incentive plans are executed as designed while maintaining a clear separation of responsibilities with FP&A.

Responsibilities

Quota & Territory Planning

• Lead end-to-end quota setting with FP&A and Sales Leadership
• Design and refresh territory/coverage models across SDRs, AEs, CAMs, SEs, and reseller teams
• Establish repeatable frameworks to drive fair, predictable planning cycles

Incentive & Compensation Strategy

• Design incentive programs (spiffs, accelerators, contests) aligned to company priorities (e.g., expansion, partner growth, cross-sell)
• Partner with FP&A to model financial impacts (OTE distribution, cost of sales, payout curves)
• Maintain governance and documentation for all incentive structures

CaptivateIQ Administration & Audit

• Partner with FP&A to administer the CaptivateIQ commission platform
• Own CIQ dashboards, audit checks, and validation to ensure incentive mechanics execute as designed
• Provide visibility to Sales Ops and GTM leaders on attainment, spiff performance, and plan alignment

Capacity Modeling & Planning

• Forecast staffing needs and productivity across SDR, AE, CAM, and SE teams
• Build headcount and productivity scenarios to guide GTM hiring and investment decisions
• Deliver executive-ready scenarios that improve revenue efficiency

Cross-Functional Influence & Execution

• Present quota methodologies, coverage models, and incentive outcomes to GTM leadership
• Serve as the strategic bridge across FP&A, Sales Ops, Systems, and Sales Acceleration
• Build scalable processes and lay the foundation for a sales planning and effectiveness function

What You Bring To The Team

• 10+ years of experience in Sales Planning, Sales Operations, or Revenue Operations
• Proven track record leading quota, territory, and incentive planning across multiple sales roles
• Strong analytical and modeling skills (Excel/Sheets required; SQL/BI tools a plus)
• Experience with Salesforce and commission tools (CaptivateIQ or similar)
• Excellent communication skills; able to influence executives and cross-functional stakeholders
• Demonstrated ability to lead cross-functional governance and present insights to senior leadership
• Leadership experience managing analysts or owning a function-level strategy

What We Offer

• 100% remote work environment - since our founding in 2015
• Generous paid time off policy, including vacation, sick time, and paid holidays
• 12 weeks of paid parental leave
• Highly competitive and comprehensive medical, dental, and vision benefits plans
• 401(k) with a 5% contribution regardless of employee contribution
• Life and Disability insurance plans
• Stock options for all full-time employees
• One-time $500 reimbursement for building/upgrading home office
• Annual allowance for education and professional development assistance
• $75 USD/month digital reimbursement
• Access to the BetterUp platform for coaching, personal, and professional growth

Huntress is committed to creating a culture of inclusivity where every single member of our team is valued, has a voice, and is empowered to come to work every day just as they are. We do not discriminate based on race, ethnicity, color, ancestry, national origin, religion, sex, sexual orientation, gender identity, disability, veteran status, genetic information, marital status, or any other legally protected status. We do discriminate against hackers who try to exploit businesses of all sizes.

Accommodations: If you require reasonable accommodation to complete this application, interview, or pre-employment testing or participate in the employee selection process, please direct your inquiries to accommodations@huntresslabs.com. Please note that non-accommodation requests to this inbox will not receive a response.

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