Sales Performance & Planning Manager

The Sales Performance & Planning Manager is essential in facilitating operational excellence throughout Trustpilot's Commercial organization. Sitting within FP&A and embedded in the Sales Compensation function (with a dotted line to Sales Operations and Commercial Finance), this role serves as a strategic partner across Finance, Sales Operations, HR, and Commercial Leadership to optimize headcount, territory design, quota methodology, and revenue reporting. The optimal candidate brings extensive analytical prowess, is proficient in system usage, and embodies effective collaboration skills - skillfully coordinating with stakeholders to enact business strategies in practical terms.

What you'll be doing:

Territory, Quota, and Headcount Planning

• Lead the development of scalable, bottom-up/top-down quota methodologies that align with commercial org design
• Partner with FP&A and Commercial Finance to allocate targets and inform the commercial headcount plan
• Create and maintain tools that support effective sales planning, including goal-setting templates and transition/proration guidelines
• Align quota strategy with sales capacity modeling, market potential, and product priorities
• Provide matrixed support across Finance, Sales Operations, and HR to create, influence, and enable a robust quota and territory management philosophy that creates a standard of excellence and consistency

Revenue Reporting and Commission Data Infrastructure

• Build and maintain revenue target reporting views for Finance and the CRO
• Partner with Sales Ops to enforce clean revenue attribution logic and crediting rules of engagement
• Develop forecasts, pacing models, and attainment analysis to inform commission payout expectations
• Streamline nuanced practices and create a global approach

Commission Design Support and Technical Enablement

• Translate revenue and performance data into actionable insights for the Sales Compensation team
• Use Salesforce reporting to ensure clean data feeds into downstream commission calculations
• Identify opportunities for automation, controls, and upstream fixes to reduce payout errors and administrative burden

Cross-Functional Projects and Strategic Initiatives

• Support sales and renewal KPI development and tracking across GTM functions
• Administer company-wide rewards program (budget allocation, data tracking, reporting)
• Partner with Legal on local market compliance and employment law implications of quota/territory requirements and incentive structures
• Represent Sales Compensation in strategic initiatives like Salesforce instrumentation and forecasting architecture

Who you are:

• 5+ years of experience in sales operations, revenue operations, commercial finance, commissions, or sales compensation, with at least 2+ years of experience interacting with executive-level stakeholders
• Effective problem-solving with the ability to identify patterns/risk and propose solutions
• Advanced Microsoft Excel or Google Sheets
• Effective communication and stakeholder alignment skills, especially with VP+ leaders
• Experience working across Revenue, Finance, and HR organizations to support Sales and Account Management teams
• Comfortable building models and analysis from scratch in ambiguous environments
• Knowledge of commission governance, sales planning, and GTM operating models
• Preferred experience with SQL and data visualization tools (Looker, Tableau, G Sheets) to transform complex data

What's in it for you:

• A competitive base salary ranging from $125,000 to 145,000 gross per year. This range doesn't include any variable pay, such as bonuses, awards made under Trustpilot's equity program, or other benefits.
• A range of flexible working options to dedicate time to what matters to you
• 20 vacation days + 2 personal days +10 paid holidays per year
• Restricted Stock Units
• Two (paid) volunteering days a year to spend your time giving back to the causes that matter to you and your community
• Rich learning and development opportunities are supported through the Trustpilot Academy and Blinkist
• Full health insurance
• 401k matching your contributions dollar-for-dollar up to 4% of your base salary
• Discounted club membership at Lifetime Fitness
• 24/7 Employee Assistance Plan and full access to Headspace, a popular mindfulness app to promote positive mental health
• Paid parental leave for employees who have been employed for over 6 months with full scope of benefit after 12 months
• Regular opportunities to connect and get to know your fellow Trusties, including company-wide celebrations and events, ERG activities, and team socials
• A friendly, open office complete with a foosball table, roof deck with wifi (rooftop meeting anyone?!), and unlimited snacks and drinks
• Communal lunch, extra treats, and events during the month - think ice cream carts, coffee bar, and massages, to name a few

Still not sure?

We want to be a part of creating a more diverse, equitable, and inclusive world of work for all. We're excited to hear about your experiences, along with how you will contribute to our working culture. Even if you don't feel you meet all the requirements, we'd still really like to hear from you!