Director, Sales Compensation Operations
Leads the operational engine for sales crediting, quota administration, commission calculations, data quality, and payouts while managing a high-performing team. Requires extensive sales compensation experience, people leadership, ICM platform expertise, Salesforce proficiency, and strong data and controls knowledge.
About the job
Responsibilities
- Lead, coach, and develop a sales compensation operations team spanning business operations, crediting, data pipelines, data quality, audit, process governance, and commission calculation.
- Oversee monthly and quarterly commission cycles from crediting and quota data through calculation, validation, approval, and payout.
- Implement crediting rules, quota issuance and rollups, and mid-period adjustments across go-to-market teams.
- Own quota, crediting, and revenue data pipelines between Looker, Salesforce, Pigment, and related systems; maintain transformation logic and resolve data issues.
- Administer and improve Pigment for incentive compensation management and quota issuance, with Salesforce as the system of record.
- Maintain data-quality controls, reconciliation processes, documentation, and audit readiness for commissionable crediting data.
- Manage process governance, exception review, policy review, and root-cause improvements.
- Partner with Sales Compensation Design, Quota Operations, Revenue Operations, Finance, and Sales leadership to execute and validate compensation plans.
- Deliver reporting and insights on payout accuracy, cycle times, exceptions, and operational KPIs.
- Enable sales teams to understand how compensation plans work, including crediting, measurement, and payment.
Requirements
- 12+ years of experience in sales compensation operations, sales commissions, revenue operations, or a related field.
- 5+ years of people leadership experience building, coaching, and scaling operations teams.
- Experience operating complex compensation environments across multiple sales motions, roles, and revenue models.
- Expertise administering an ICM or sales compensation platform; Pigment strongly preferred. Experience with Xactly, CaptivateIQ, Anaplan, Varicent, or similar platforms is relevant.
- Strong hands-on experience with Salesforce as a source system.
- Demonstrated ability to use AI and automation tools to improve calculation, reconciliation, reporting, and operational workflows.
- Strong understanding of ETL pipelines and data flows across CRM, ICM, and financial systems.
- Advanced Excel or Google Sheets skills and SQL proficiency.
- Strong analytical, problem-solving, stakeholder-management, and communication skills.
- Experience designing and operating controls, documentation, and audit-ready processes.
- Ability to work autonomously in a fast-paced environment with shifting priorities.
Nice-to-haves
- Experience in payments, fintech, or consumption-based business models.
- Hands-on experience building or directly managing ETL pipelines between compensation systems.
- Experience migrating to or implementing a commissions platform.
Skills
Sales Compensation, Pigment, Salesforce, Looker, Etl Pipelines, SQL, Excel, Google Sheets, Data Quality, Audit Controls, Quota Management, Commission Calculations, AI Automation, Data Governance, Revenue Operations
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