Director, Sales Compensation
Core
Lead global strategy, design, execution, and analytics for sales incentive compensation programs, bridging executive strategy with operational execution.
Role type
Director, Sales Compensation (Executive-facing, player-coach)
Builds
Variable compensation plans and payout accuracy for B2B SaaS and non-recurring revenue models
Domain
B2B SaaS / Enterprise Technology
Deliverable
production ML models | product features | dashboards & analysis | client delivery | infrastructure | physical/clinical work
Required skills
Sales compensation/incentive plan design, B2B SaaS recurring revenue modeling, commission management platforms (Everstage/CaptivateIQ/Spiff/Xactly), financial modeling (Excel), HRIS data pipeline integration (Workday), Salesforce CPQ deal structure, data warehousing (Snowflake), Tableau reporting, team leadership (2 analysts), AI tool adoption
Preferred skills
None explicitly stated as preferred beyond the required list
Technologies
Everstage, Salesforce CPQ, Workday, Snowflake, Tableau, Gemini, Claude
Responsibilities
Lead annual sales compensation plan design for B2B SaaS and non-recurring revenue; Model compensation scenarios and present recommendations to CRO/CFO; Define governance policies for variable comp (LOA, guarantees, ramps, exceptions); Partner with HR/Revenue/Sales Ops to align metrics and roll out plans; Oversee end-to-end execution and calculation of variable comp in Everstage ensuring payout accuracy; Validate monthly/quarterly global commission workbooks; Audit and optimize workflows and data pipelines (Workday to Everstage); Resolve complex commissioning questions tied to Salesforce CPQ deal structures; Serve as primary decision-maker for plan exceptions and disputes; Build and deliver performance analytics and expense insights to CFO/board; Partner with Enterprise Data team on data warehouse requirements; Partner with FP&A/Accounting for commission expense forecasts and accruals; Lead, coach, and mentor a remote team of two analysts; Experiment with AI tools to automate workflows
Seniority
Director, strategic partner & hands-on execution
