Director, Sales Compensation

Responsibilities

• Define the long-term sales compensation philosophy, quota methodology, and incentive governance aligned with business strategy.
• Advise executive sales, finance, and CSO leadership on compensation strategy, seller productivity, and annual planning.
• Use data-driven recommendations to balance revenue growth, profitability, customer outcomes, and employee motivation.
• Evaluate market trends and emerging go-to-market models to evolve compensation and planning strategies.
• Design, govern, and evolve scalable global sales compensation programs across products, customer segments, and routes to market.
• Establish governance for plan changes, product launches, acquisitions, and evolving sales motions.
• Own the incentive compensation platform, partnering with Systems to prioritize enhancements and maintain governance.
• Define compensation principles for new sales roles, routes to market, and go-to-market motions.
• Lead the quota planning workstream within annual sales planning.
• Develop quota methodologies, governance, and planning frameworks in partnership with Sales Operations.
• Evaluate seller productivity, quota attainment, and commercial performance to recommend adjustments.
• Own end-to-end incentive compensation operations, including quarter-end and year-end processes, payout calculations, governance, executive reporting, and payroll readiness.
• Drive automation, scalable systems, and simplified operational processes.
• Partner with Systems and Operations to enhance Salesforce, Forma, and reporting capabilities.
• Build, mentor, and develop a high-performing compensation and planning function.
• Lead through influence across global stakeholders during annual planning and business transformation initiatives.

Requirements

• 12+ years of experience in sales compensation, sales operations, finance, or a related field, including at least 5 years in a leadership role managing sales compensation and planning.
• Deep knowledge of sales compensation design, quota setting, incentive operations, and quarter-end compensation execution.
• Experience designing executive-level compensation strategies for complex, multi-product SaaS organizations.
• Expertise in quota methodologies, financial modeling, territory planning, and sales planning.
• Ability to influence executive leadership through analytical insights.
• Strong commercial acumen balancing revenue growth, seller behavior, customer outcomes, and financial performance.
• Experience leading cross-functional planning initiatives involving Finance, Sales Leadership, HR, and Operations.
• Advanced Excel, financial modeling, scenario planning, and executive business review capabilities.
• Experience with Salesforce, incentive compensation platforms, and reporting tools such as Tableau.
• Ability to automate and simplify compensation operations.
• Excellent executive communication, presentation, and stakeholder management skills.
• Ability to build scalable processes and lead organizational change in fast-paced environments.

Preferred Qualifications

• Experience leading global sales planning and incentive strategy for enterprise SaaS organizations.
• Understanding of P&L management, annual operating planning, and revenue forecasting.
• Experience supporting Direct, Channel, Enterprise, and Self-Serve sales motions.
• Familiarity with AI-driven sales planning, predictive productivity modeling, or next-generation incentive optimization tools.

Durable Skills

• Awareness
• Judgment
• Adaptability
• Connection

Compensation

• Annual salary range: $202,600–$342,700