Director, Sales Compensation and Planning

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of the sales compensation strategy, plan formulation, and annual updates for relevant sales roles, encompassing plan mechanics, metrics, accelerators, kickers, SPIFs, and policy guidelines.

• Oversee the comprehensive planning process, which includes project management, timelines, stakeholder engagement, decision-making frameworks, draft revisions, approvals, and readiness for rollout.

• Construct scenario models and conduct pre-plan and ongoing analysis to assess plan effectiveness, anticipated payout results, attainment distributions, and cost ramifications.

• Collaborate closely with Finance to aid in their commission cost modeling, review actuals versus plans, perform variance analysis, and consider future commission expense scenarios.

• Work in close collaboration with the commissions team managing Xactly administration and monthly payout processes to ensure that plan design is feasible, approvals are precise, and ongoing operations are seamless.

• Partner with Legal and cross-functional stakeholders to draft, review, and finalize compensation plan language, policy documentation, and exception frameworks.

• Lead the rollout of sales compensation and field enablement through presentations, reference materials, leader preparation, and direct communications with sales teams.

• Act as a trusted advisor to sales leaders by fostering strong relationships, addressing field inquiries, clarifying ambiguities, and guiding exception management with clear recommendations.

• Design and oversee SPIF programs, including structural design, cost estimation, approval processes, operational setup, tracking, and communication to the field.

• Convert analysis into influence by formulating recommendations, aligning stakeholders, and presenting clear trade-offs to senior sales and finance leaders.

• Manage Sales Capacity planning and modeling, focusing on trends in data, the underlying business, and external market influences.

• Conduct routine capacity planning updates and reporting, along with ad hoc reporting and scenario modeling.

• Handle quota allocation and target-setting, including analysis, recommendations, and incorporating input from sales leaders; target setting should be based on capacity model outputs.

• Promote continuous performance management by examining representative attainment, payout results, performance distributions, and trends, translating these insights into actionable recommendations to enhance plan design and seller productivity.

• Prepare materials for executives and the Board related to sales compensation, quota planning, and performance management.

• Mentor and develop team members while fostering a culture of high accountability grounded in diligence, responsiveness, and ongoing improvement.

• Utilize AI, automation, and modern analytical tools to enhance planning workflows, accelerate analysis, minimize manual effort, and elevate decision quality.

⛳️ Requirements

• 7–10 years of progressive experience in sales compensation, sales operations, revenue operations, finance, or closely related fields, with direct responsibility for sales compensation strategy, design, and execution.

• Extensive hands-on experience managing end-to-end sales compensation programs in a B2B SaaS or recurring revenue context.

• Strong proficiency in compensation modeling, capacity and quota planning, attainment analysis, incentive operations, and exception management.

• Proven success in collaborating cross-functionally with Sales, Finance, Legal, HR, and systems or commissions teams.

• Excellent project management abilities with the capability to navigate complex planning cycles, coordinate multiple stakeholders, and meet deadlines.

• Advanced analytical and data modeling skills, including the capacity to translate complex analyses into clear business recommendations and narratives suitable for executive presentation.

• Strong executive communication capabilities, including experience in preparing materials for senior leadership and Board-level audiences.

• Familiarity with Salesforce, Anaplan, Google Workspace, and strong spreadsheet/modeling skills; familiarity with Xactly is highly preferred.

• Demonstrated ability to establish trust with sales leaders and influence decisions through insights, credibility, and sound judgment.

• Experience in team leadership, encompassing hiring, coaching, performance management, and team development.

🏝️ Benefits

• Generous PTO & Holiday Schedule

• Parental Leave

• Progressive Healthcare Options

• Retirement Programs

• Opportunity for Education Reimbursement

• Commuter Offset (Specific locations)