Sales Performance & Planning Manager

Our vision is to be the universal symbol of trust, bringing consumers and businesses together through reviews. We are well on our way—but there’s still an exciting journey ahead. Join us at the heart of trust.

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 range of flexible working options to dedicate time to what matters to you
• Competitive compensation package + bonus
• 25 days holiday per year, increasing to 28 days after 2 years of employment 
• 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
• Pension and life insurance
• Health cash plan, online GP, 24/7, Employee Assistance Plan
• Full access to Headspace, a popular mindfulness app to promote positive mental health
• Paid parental leave
• Season ticket loan and a cycle-to-work scheme
• Central office location complete with table tennis, a gaming corner, coffee bars, and all the snacks and refreshments you can ask for
• Regular opportunities to connect and get to know your fellow Trusties, including company-wide celebrations and events, ERG activities, and team socials.
• Access to over 4,000 deals and discounts on things like travel, electronics, fashion, fitness, cinema discounts, and more.
• Independent financial advice and free standard professional mortgage broker advice
• Talent acceleration programs: Fast-track your career with our tailored development programs designed to support growth at whatever stage of your career

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!

About us

Trustpilot began in 2007 with a simple yet powerful idea that is more relevant today than ever — to be the universal symbol of trust, bringing consumers and businesses together through reviews. Trustpilot is open, independent, and impartial — we help consumers make the right choices and businesses to build trust, grow and improve.

Today, we have more than 300 million reviews and 64 million monthly active users on average across the globe, with 140 billion annual Trustbox impressions, and the numbers keep growing. We have more than 1,000 employees and we’re headquartered in Copenhagen, with operations in Amsterdam, Denver, Edinburgh, Hamburg, London, Melbourne, Milan and New York. 

We’re driven by connection. It’s at the heart of what we do. Our culture keeps things fresh –– it’s built on the relationships we create. We talk, we laugh, we collaborate and we respect each other. We work across borders and cultures to be the universal symbol of trust in an ever-changing world. With vibrant office locations worldwide and over 50 nationalities, we’re proud to be an equal opportunity workplace with diverse perspectives and ideas. 

Our purpose to help people and businesses help each other is a tall order, but we keep it real. We’re a great bunch of humans, doing awesome stuff, without fuss or pretense. A successful Trustpilot future is driven by you –– we give you the autonomy to shape a career you can be proud of. If you’re ready to grow, let’s go. 

Join us at the heart of trust.

Trustpilot is committed to creating an inclusive environment where people from all backgrounds can thrive and where different viewpoints and experiences are valued and respected. Trustpilot will consider all applications for employment without regard to race, ethnicity, national origin, religious beliefs, gender identity or expression, sexual orientation, neurodiversity, disability, age, parental or veteran status. Together, we are the heart of trust.

Trustpilot is a global company and our data practices are designed to ensure that your personally identifiable information is appropriately protected. Please note that your personal information will be transferred, accessed, and stored globally as necessary for the uses and disclosures stated in our Privacy Policy.