About the Role HP is seeking an expert in Sales Compensation & Quota Planning to lead the design, governance, and execution of 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.

Description 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.

Key Responsibilities Sales Compensation Strategy & Design

Lead the end-to-end design of general 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)

Quota Planning & Deployment

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

Analytics, Insights & Performance Management

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

Leadership & Stakeholder Management





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

Required Qualifications

10+ years of progressive experience in sales compensation and quota planning

Proven leadership experience in a large, international, matrixed organization

Deep expertise in compensation plan design and quota methodologies across multiple sales roles and international 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)

Preferred Qualifications

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

Success Metrics (First 12–18 Months)

On-time, high-quality delivery of annual compensation and quota cycles

Improved quota attainment correlation to performance and reduced plan complexity

Increased confidence and trust from Sales leadership in incentive fairness

Measurable reduction in manual processes and exception handling

Clear linkage between incentives, sales behavior, and business outcomes





Salary The pay range for this role is $105,050 to $160,000 USD annually with additional opportunities for pay in the form of bonus and/or equity (applies to United States of America candidates only). Pay varies by work location, job‑related knowledge, skills, and experience.

Benefits HP offers a comprehensive benefits package for this position, including:

Health insurance

Dental insurance

Vision insurance

Long term/short term disability insurance

Employee assistance program

Flexible spending account

Life insurance

Generous time off policies, including;

4-12 weeks fully paid parental leave based on tenure

11 paid holidays

Additional flexible paid vacation and sick leave (US benefits overview)

[https://hpbenefits.ce.alight.com/]

The compensation and benefits information is accurate as of the date of this posting. The Company reserves the right to modify this information at any time, with or without notice, subject to applicable law.

Job Sales Operations

Schedule Full time

Shift No shift premium (United States of America)

Travel 25%

Relocation Not Specified

Equal Opportunity Employer HP, Inc. provides equal employment opportunity to all employees and prospective employees, without regard to race, color, religion, sex, national origin, ancestry, citizenship, sexual orientation, age, disability, or status as a protected veteran, marital status, familial status, physical or mental disability, medical condition, pregnancy, genetic predisposition or carrier status, uniformed service status, political affiliation or any other characteristic protected by applicable national, federal, state, and local law(s). Please be assured that you will not be subject to any adverse treatment if you choose to disclose the information requested. This information is provided voluntarily. The information obtained will be kept in strict confidence. For more information, review HP’s EEO Policy or read about your rights as an applicant under the law here: “Know Your Rights: Workplace Discrimination is Illegal”

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📌 Sales Compensation - Global Engagement Lead (Madrid)
🏢 HP
📍 Madrid