Senior Manager, Sales Personnel Performance and Capacity

THE COMPANY:

Juul Labs's mission is to transition the world’s billion adult smokers away from combustible cigarettes, eliminate their use, and combat underage usage of our products. We have the opportunity to address one of the world’s most intractable challenges through a commitment to exceptional quality, research, design, and innovation. Backed by leading technology investors, we are committed to the same excellence when it comes to hiring great talent.

We are a diverse team that is united by this common purpose and we are hiring the world’s best engineers, scientists, designers, product managers, operations experts, and customer service and business professionals. If the opportunity to build your career is compelling, read on for more details.

ROLE AND RESPONSIBILITIES:

The Senior Manager, Commercial Personnel Performance and Capacity will architect and oversee the governance of incentive compensation programs and the performance evaluation process for all sales personnel. You are the internal expert on balancing motivation and fairness—designing, deploying, and monitoring compensation, individualized KPIs, and evaluation frameworks that drive high performance, compliance, and team engagement. Additionally, you are responsible for deploying an equitable, data-driven sales territory and account allocation for field and key account teams. This role marries analytics with operational dialogue, ensuring every individual and manager has a fair workload and that business resources are flexed for growth and service. You will align performance standards and rewards with company objectives, collaborating closely with Sales Leadership, Cycle Planning, Forecasting, HR, Legal and Finance to ensure transparent and effective processes that attract, retain, and motivate top commercial talent. 

• Lead governance and ongoing optimization of all U.S. commercial compensation programs—including variable plans, quota setting, bonuses, and special incentives—ensuring market competitiveness and strategic alignment
• Lead the end-to-end US Commercial performance evaluation process: establish clear, objective performance standards and facilitate calibration sessions for sales teams; manage annual and mid-year review cycles
• Conduct regular benchmarking and effectiveness reviews of incentive programs, using data-driven analytics to recommend changes that improve motivation, minimize turnover, and promote pay-for-performance culture
• Monitor and audit program compliance, ensuring incentive calculations, communication, and awards are accurate, timely, and adhere to internal governance
• Develop and maintain documentation, policies, and decision trees governing plan changes, exceptions, and dispute resolution
• Coach managers on the interpretation of plan mechanics, KPIs, and evaluation standards, supporting transparent communication and education at all levels
• Leverage technology platforms (Salesforce CRM, Workday HCM), to streamline administration and provide actionable scorecards, dashboards, and reporting for leadership and plan participants
• Coordinate post-program performance analysis, including root-cause review of outliers, and surface recommendations for future quotas, performance standards, and incentive design
• Analyze territory/account assignments using advanced models to support workload balance
• Collaborate with sales leaders for resource planning based on market changes
• Develop territory planning playbooks and ongoing capacity reporting
• Offer scenarios and recommendations for both planned and ad-hoc reassignments
• Ensure new hires are productively and fairly integrated into team workloads
• Perform related duties as assigned, within your scope of practice

PERSONAL AND PROFESSIONAL QUALIFICATIONS: 

• 7+ years overseeing sales or commercial compensation programs, performance management/governance, or HR operations in a CPG or closely related sales-driven industry
• Deep knowledge of incentive plan design (base/variable mix, accelerators, SPIFs, KPIs, etc.), sales quota methodology, and program compliance best practices
• Proven experience facilitating performance calibration, review processes, and personnel evaluations among commercial teams
• Comfort with compensation, HCM, and reporting platforms; proficiency in Excel and analytics tools required
• Strong project management, policy governance, and communication skills
• Strong proficiency in CRM and territory management tools (Salesforce Consumer Goods Cloud and Sales Planning managed package)
• Understanding of CPG go-to-market and sales coverage models
• Diplomatic communicator, able to gain buy-in for data-driven decisions