Director, Sales Compensation
Leads global sales compensation strategy, plan design, execution, analytics, and governance while managing a distributed analyst team. Requires 8+ years in sales compensation, 5+ years of people management, strong executive communication, and expertise with commission systems, HRIS data, and Salesforce CPQ.
About the job
Responsibilities
- Lead global sales compensation plan design across recurring and non-recurring revenue models.
- Translate company targets into incentive structures, policies, and plan documentation.
- Model compensation scenarios and present recommendations to the CRO, CFO, and executive leadership.
- Define governance for leaves of absence, guarantees, ramps, exclusions, exceptions, and quota adjustments.
- Partner with HR, Revenue, Sales Operations, HRIS, FP&A, Accounting, and Data teams on plan inputs, data quality, forecasting, accruals, and capitalized commissions.
- Oversee variable compensation calculation and execution in Everstage, ensuring accurate and timely payouts.
- Review and approve global commission and bonus payroll workbooks.
- Audit and optimize Everstage workflows and Workday data integrations.
- Resolve complex commission matters involving Salesforce CPQ, stair-step deals, multi-year accelerators, renewals, and custom contract terms.
- Decide first-level plan exceptions and disputes using data-backed recommendations.
- Produce executive and board-level reporting on attainment, KPIs, commission expense, and plan performance.
- Partner on data warehouse and reporting models using Snowflake and Tableau.
- Lead, coach, and mentor a distributed team of two analysts.
- Experiment with AI tools to streamline analytics and automate operational workflows.
Requirements
- 8+ years of progressive experience in sales compensation or incentive management.
- 5+ years of direct people management experience.
- Deep experience designing and administering incentive plans in B2B SaaS and recurring-revenue environments, including non-recurring revenue models.
- Experience with commission management or sales performance management platforms; Everstage preferred, with CaptivateIQ, Spiff, or Xactly as alternatives.
- Advanced Excel skills for financial modeling.
- Experience with HRIS systems and data pipelines; Workday-to-Everstage integration experience strongly preferred.
- Understanding of data warehousing and analytics platforms.
- Operational knowledge of Salesforce CPQ, deal flows, quote-to-cash processes, and complex contract mechanics.
- Strong executive communication, presentation, business judgment, coaching, and performance-management skills.
- Willingness to perform hands-on analytics and operational execution while leading strategically.
- Interest in adopting AI platforms such as Gemini and Claude.
Nice-to-haves
- Experience with Tableau and Snowflake.
- Experience in both recurring and non-recurring revenue compensation models.
Compensation
- Annual salary range: $174,000–$200,000 USD.
Skills
Sales Compensation, Everstage, Captivateiq, Spiff, Xactly, Advanced Excel, Workday, Salesforce Cpq, Snowflake, Tableau, FP&A, Commission Analytics, AI Tools
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