# Senior Director, Global Sales Compensation

**Company:** [Fivetran](https://hotfix.jobs/companies/fivetran)
**Location:** Remote
**Role:** Revenue Operations
**Salary:** $221k – $276k/yr
**Experience:** 15+ years
**Skills:** sales compensation, incentive plan design, quota design, territory design, xactly, captivateiq, SQL, Excel, BI Tools, ASC 606, SOX Compliance, roi modeling
**Posted:** 2026-07-22

> Lead global sales incentive planning, design, and operations for a post-merger GTM motion including consumption-based pricing models. Design plans, own ICM systems with AI automation, build a team, advise leadership with data-driven analysis, and ensure governance for IPO readiness.

## Job Description

## What You’ll Do

- Lead the global sales incentive planning and design process, owning frameworks that translate executive strategy into field behavior.
- Architect and implement compensation plans for consumption/usage-based pricing models across Enterprise, Commercial, and Channel sales.
- Lead the design and integration of sales compensation plans across the Fivetran and dbt GTM motions, harmonizing crediting, quota, and plan mechanics into a unified framework post-merger.
- Serve as a strategic advisor to GTM and Finance senior leadership, presenting data-driven tradeoffs and recommendations to the Sales Compensation Committee.
- Own the incentive compensation management (ICM) system of record and modernize operations through AI automation, governance, and scalable execution.
- Build and lead a high-performing Sales Compensation team, including managers and senior analysts, and own hiring, coaching, and development.
- Establish global plan governance, clear plan documents, exception workflows, consistent audit and approval processes, and SOX-ready controls to support IPO readiness and external audits.
- Design, run, and report plan effectiveness analytics, attribution, and ROI modeling; propose and implement plan changes based on rigorous analysis.
- Drive transparent, inclusive communications and enablement so sellers understand how they earn and how changes affect them.
- Partner cross-functionally to ensure compensation programs are ASC 606 compliant for revenue recognition and commission accounting, and comply with local regulations and tax practices.

## Skills We’re Looking For

- 15+ years of experience in sales compensation or sales strategy, including significant hands-on experience designing and operating global incentive programs at enterprise scale.
- Deep knowledge of incentive plan mechanics across Enterprise, Commercial, and Channel sales, including quota and territory design, pay mix, accelerators, SPIFFs, and exception governance.
- Proven experience with consumption or usage-based pricing models and how to translate them into effective incentive plans.
- Strong technical command of Xactly, CaptivateIQ, or comparable ICM platforms, plus advanced modeling skills in SQL, Excel, and BI tools.
- Exceptional analytical rigor with experience running complex modeling, scenario analysis, plan ROI and leakage reviews, and commission accrual modeling under ASC 606.
- Experience operating in a pre-IPO or newly public environment, with familiarity building SOX-compliant compensation controls and supporting external audits.
- Strong stakeholder management and influencing skills; comfortable advising C-suite and navigating matrixed organizations without direct authority.

## Bonus Skills

- Direct experience at a high-growth SaaS company undergoing product or pricing transformation.
- Experience harmonizing compensation programs across acquired entities or merged go-to-market motions.
- Hands-on experience integrating AI or automation to improve compensation transparency and forecasting.
- Familiarity with international pay compliance and tax considerations for variable pay.

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