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.

• Administer monthly, quarterly, and annual commission and bonus calculations, including verification, accrual, reconciliation, and payment cycles.

• Determine performance compensation for sales leaders and review commission runs prior to payroll submission.

• Address escalated inquiries and disputes from representatives.

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

• Assist in annual sales compensation planning, aligning quotas, documenting plans, securing approvals, and facilitating field rollout.

• Create and oversee Sales Leader plans, commissions, Variable Bonuses, accelerators, SPIFs, overlay, and specialist plans.

• Conduct market analysis and benchmarking in collaboration with HR.

• Develop dashboards and insights regarding plan performance, pay mix, quota attainment, and ROI on incentives.

• Model the financial implications of proposed plan changes through scenario and sensitivity analysis.

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

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

• Collaborate with Sales Operations on territory and quota alignment, mergers and acquisitions, and territory integration.

• Ensure compliance with U.S. wage-and-hour laws and monitor regulations related to pay transparency and equity.

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

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

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

• Collaborate on the compensation technology roadmap, encompassing configuration, testing, automation, and integration with CRM/ERP/HRIS.

• Act as the primary business owner for the ICM platform, such as Xactly Incent.

• Drive process enhancements, automation, and the use of AI-enabled tools for forecasting, anomaly detection, and reporting.

⛳️ 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 managing people.

• Proven experience in administering sales incentive plans, ideally in a technology or professional/managed services environment.

• Hands-on experience with Incentive Compensation Management (ICM) platforms; Xactly Incent is highly preferred.

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

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

• Working knowledge of accounting fundamentals related to commissions, including accruals, journal entries, revenue recognition, and reconciliations.

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

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

• Strong analytical and strategic thinking abilities.

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

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

• Conflict-resolution skills for handling sensitive pay disputes.

• Project management skills to meet recurring cycles aligned with payroll and fiscal year-end deadlines.

• Exceptional attention to detail and a strong controls/audit mindset.

• Willingness to adjust working hours to align more closely with U.S. East Coast business hours.

🏝️ Benefits

• Remote work opportunity in Ireland, with a preference for locations near a Presidio office.

• Travel requirements of up to 5%.

• Equal Opportunity Employer dedicated to fostering an inclusive workforce.

• Opportunities to engage with AI-driven analytics, cloud solutions, cybersecurity, next-generation infrastructure, automation, and digital transformation.

• Career advancement pathways available for commissions team members.