Director, Sales and Revenue Planning

About the Role

Key Responsibilities

• Own end-to-end sales & revenue planning for DoorDash's U.S. and international Sales org across multiple segments (SMB, MM, ENT, and New Verticals).
• Develop target-setting frameworks and quota methodologies tailored to different business models, including transactional (GMV), SaaS (MRR/ARR/bookings), and Ads (goal-based).
• Lead cross-functional alignment with Sales, Finance, GMs, Strategy, People and Legal teams to ensure top-down and bottom-up revenue plans are operationalized effectively.
• Build and manage revenue, pipeline, and headcount forecasts in partnership with Finance, delivering scenario-based outlooks to executive stakeholders.
• Architect scalable, role-specific compensation plans and manage payout operations in Anaplan, including monthly validations and dispute resolution.
• Partner with offshore vendor teams to automate compensation and planning processes, improving speed and accuracy.
• Introduce and scale AI tools to support forecast optimization, quota modeling, and operational efficiency.
• Collaborate with Data & Analytics and Engineering teams to resolve reporting and ETL issues and ensure clean data across dashboards, payouts, and planning tools.
• Drive analysis around productivity, ramp, and sales ROI to guide headcount strategy, territory allocation, and investment tradeoffs.
• Act as a strategic advisor to Sales and Finance leaders, ensuring alignment between revenue goals and go-to-market investments.
• Lead and develop a high-performing team, providing mentorship, career growth, and skill-building opportunities.
• Create and scale a culture of ownership, inclusion, and continuous improvement, developing new leaders within the Revenue Strategy & Ops team.

Requirements

• 10+ years of experience in Sales Strategy, Revenue Operations, Sales Finance, or Strategic Planning in high-growth, multi-segment organizations.
• Experience leading planning and forecasting across diverse GTM models (3-sided marketplace, SaaS, Ads) and international markets.
• Deep cross-functional partnership experience, especially with Sales, Finance, and GMs.
• Fluency in forecasting methodologies, capacity modeling, compensation strategy, and financial scenario planning.
• Strong technical fluency in enterprise tools like Anaplan, Salesforce, SQL, and Google Sheets/Excel.
• Ability to navigate complex compensation systems, planning dashboards, and sales reporting pipelines.
• Experience diagnosing ETL, data quality, and incrementality issues with Analytics and Data Engineering teams.
• Experience managing or working with offshore teams and scaling manual processes through automation.
• Interest in AI tools and modern methods for planning and operations.
• Passion for developing people, building high-performing teams, and creating leadership pathways.
• Exceptional communication skills and ability to influence at the executive level.

Nice to Have

• Experience with automation and AI in planning processes.
• International experience in sales planning and forecasting.
• Technical fluency in enterprise tools beyond those listed, such as additional analytics or data management platforms.

Qualifications

• Educational background is not explicitly specified, but extensive experience in sales strategy and planning is required.

Benefits & Perks

• Competitive base salary within the range of $197,200-$290,000 USD, determined by skills, experience, and location.
• Opportunities for equity grants.
• Comprehensive benefits including 401(k) with employer matching, 16 weeks paid parental leave, wellness benefits, commuter benefits, paid time off, and paid sick leave.
• Medical, dental, and vision benefits, disability and life insurance, family-forming assistance, mental health programs, and more.
• Paid time off includes flexible vacation and 80 hours of paid sick leave for salaried roles, and accrued vacation and sick time for hourly roles.