Director, Sales Compensation

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

📋 Description

• Oversee daily design support, administration, and execution of sales incentive compensation for Sales Leaders, sales commissions, and Variable Performance Bonus programs.

• Take ownership of the monthly, quarterly, and annual commission and bonus processes.

• Calculate, verify, accrue, reconcile, and distribute commissions, bonuses, and draws.

• Assess sales leaders' performance compensation and review commission runs prior to payroll submission.

• Manage crediting, splits, adjustments, clawbacks, and exceptions.

• Assist in annual sales compensation planning, including plan design, quota-setting alignment, documentation, approvals, and field rollout.

• Create and oversee incentive programs, which encompass leader plans, commissions, bonuses, accelerators, SPIFs, overlay, and specialist plans.

• Execute market analysis and benchmarking in collaboration with HR.

• Develop dashboards and insights regarding plan performance, pay mix, quota attainment, and incentive-spend ROI.

• Model financial impacts resulting from plan changes using scenario and sensitivity analysis.

• Evaluate pay equity, turnover, and workforce demographic trends.

• Provide guidance to Sales, Finance, and HR on compensation decisions and policy interpretation.

• Collaborate with Sales Operations on territory and quota alignment while supporting M&A and territory integration.

• Ensure adherence to wage-and-hour laws and monitor pay transparency and pay equity regulations.

• Implement and document SOX-adjacent controls and assist with audits.

• Maintain documentation for plans, approvals, and audit trails.

• Lead, coach, and develop members of the commissions team.

• Collaborate on the compensation technology roadmap and manage daily operations of the ICM platform.

• Drive process improvements, automation, and AI-enabled tools for forecasting, anomaly detection, and reporting.

• Report directly to the Vice President of Sales Compensation and manage Commissions Analysts and related team members.

⛳️ Requirements

• Bachelor’s degree in Business, Finance, Accounting, or a related field.

• Over 10 years of progressive experience in sales commissions, sales compensation, or sales finance, including experience in people management.

• Proven track record in administering sales incentive plans, ideally within a technology or professional/managed services setting.

• Practical expertise with Incentive Compensation Management (ICM) platforms, with a strong preference for Xactly Incent.

• Advanced proficiency in Microsoft Excel, including complex modeling, pivot tables, and array and lookup formulas.

• Familiarity with BI tools such as Power BI or Tableau.

• Working knowledge of accounting principles related to commissions, such as accruals, journal entries, revenue recognition implications, and reconciliations.

• Understanding of CRM data structures relating to bookings, quota, and territory data.

• Knowledge of sales compensation plan design principles, including pay mix, leverage, accelerators, decelerators, caps, thresholds, and multi-year or recurring revenue crediting.

• Strong analytical and strategic thinking abilities.

• Capability to articulate plans and models clearly to Sales, Finance, and HR leaders.

• Experience in managing, developing, and motivating compensation or finance professionals.

• Conflict-resolution abilities for sensitive pay disputes.

• Proven ability to deliver recurring cycles in line with payroll and fiscal-year deadlines.

• Exceptional attention to detail and a mindset focused on controls and audits.

• Interest in and exposure to AI and automation tools is a plus.

• Experience with journal entries and accruals is strongly preferred.

🏝️ Benefits

• Equal Opportunity Employer dedicated to hiring candidates from diverse backgrounds.

• Remote work option available in Ireland.

• Minimal travel required, up to 5%.

• Access to AI-driven analytics, cloud solutions, cybersecurity, next-generation infrastructure, automation, security, networking, digital transformation, and cloud computing projects.

• Opportunities to engage in Generative AI, resilient digital ecosystems, and data-driven transformation.