Principal, Sales Compensation Design
Core
Design incentive plans and quota methodologies for a global SaaS sales organization, specifically adapting to a hybrid revenue model combining seat licensing with bundled AI capacity and usage-based expansion.
Role type
Principal, Strategic Sales Compensation Design
Builds
Incentive plan logic, quota models, territory coverage models, and compensation structures for hybrid revenue streams.
Domain
B2B SaaS, Cloud Contact Center, AI Revenue Models
Deliverable
production ML models | product features | dashboards & analysis | research | client delivery | infrastructure | physical/clinical work
Required skills
Incentive plan design, financial modeling, attainment distribution analysis, B2B SaaS go-to-market knowledge, quota methodology, territory modeling, plan cost modeling, SPIF design, market benchmarking, public company compensation governance, partner/channel compensation design
Preferred skills
Hybrid revenue model design, incentive compensation platforms, AI tools for scenario modeling
Technologies
Incentive compensation platforms, AI tools
Responsibilities
Own the annual incentive design calendar and in-year plan changes; Set pay mix, accelerator curves, thresholds, caps, and decelerators; Build quota methodology reconciling top-down and bottom-up targets; Design territory and coverage models; Model plan cost and expected attainment distribution; Design compensation for hybrid revenue models (seat licensing + usage); Build incentive structures for expansion, renewal, and net revenue retention; Benchmark pay levels against external market data; Lead plan rollout communication and analyze in-year plan performance.
Seniority
Principal, strategy & mentorship
