Director, Sales Compensation

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

📋 Description

• Lead the design of global sales compensation plans for both recurring and non-recurring revenue models in the B2B SaaS sector.

• Convert company objectives into incentive structures and comprehensive plan documentation.

• Model compensation scenarios and present recommendations to the Chief Revenue Officer (CRO) and Chief Financial Officer (CFO) for approval.

• Establish and uphold governance policies regarding leaves of absence, guarantees, ramps, exclusions, exceptions, and quota adjustments.

• Collaborate with HR, Revenue, and Sales Operations on metrics, quotas, territories, rollout, and policy enforcement.

• Oversee the complete execution and calculation of variable compensation plans in Everstage.

• Ensure precise and timely payouts, while clearly communicating plans to payees.

• Review, validate, and approve monthly and quarterly global commission and bonus payroll workbooks.

• Audit Everstage workflows and collaborate with HR Operations/HRIS on Workday data synchronization and data quality.

• Address complex commission inquiries related to Salesforce CPQ, stair-step deals, multi-year acceleration, early renewals, and custom contract terms.

• Make decisions on first-level plan exceptions, resolve disputes, and interpret policies.

• Create performance analytics for executives and board members, including quota attainment KPIs and insights on commission expenses.

• Provide inputs for board presentations and present quarterly analytics to the CFO.

• Collaborate with Enterprise Data to define requirements and maintain reporting models in Snowflake and Tableau.

• Supply FP&A and Accounting with commission forecasts, accruals, and inputs for capitalized commissions.

• Lead, coach, and mentor a team of two remote analysts based in the US and London.

• Drive AI experimentation to enhance analytics and automate operational workflows.

• Report directly to the VP of Finance Operations.

⛳️ Requirements

• A minimum of 8 years of progressive experience in sales compensation or incentive management.

• At least 5 years of direct experience in people management.

• Extensive expertise in designing and administering incentive plans within B2B SaaS or recurring revenue environments.

• Experience in accounting for non-recurring revenue models.

• Familiarity with commission management platforms; Everstage is preferred, but equivalent SPM systems such as CaptivateIQ, Spiff, or Xactly are acceptable.

• Advanced Excel skills for financial modeling.

• Experience working with HRIS systems and data pipelines; Workday-to-Everstage integration is highly preferred.

• Knowledge of data warehousing and analytics platforms; experience with Tableau and Snowflake is advantageous.

• Operational understanding of Salesforce CPQ, deal flows, quote-to-cash processes, and complex contract mechanics.

• Exceptional verbal and written communication skills.

• Capability to present intricate financial models and quarterly business results to executive leadership.

• Strong business acumen and the ability to assess exception requests.

• Robust coaching and performance management skills for a distributed remote team.

• An innovative mindset with a readiness to experiment with AI platforms such as Claude.

• Ability to function in a remote role associated with the US; team members are based in the US and London.

🏝️ Benefits

• Commitment to equal employment opportunities and fostering diversity and inclusion.

• Routine pre-employment background checks conducted with prior written consent.

• Opportunities for professional development and coaching.

• Flexible remote work arrangements.