Senior Director, Global Sales Compensation

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

📋 Description

• Oversee the global planning and design of sales incentives, creating frameworks that align executive strategy with field behavior.

• Design and implement compensation plans tailored for consumption/usage-based pricing models within Enterprise, Commercial, and Channel sales.

• Spearhead the design and integration of sales compensation plans across Fivetran and dbt go-to-market strategies, aligning crediting, quotas, and plan mechanics into a cohesive framework following the merger.

• Act as a strategic advisor to senior leadership in GTM and Finance, providing data-driven insights and recommendations to the Sales Compensation Committee.

• Manage the incentive compensation management (ICM) system, modernizing operations through AI automation, governance, and scalable execution.

• Build and lead a high-performing Sales Compensation team, encompassing managers and senior analysts, while overseeing hiring, coaching, and development initiatives.

• Establish global governance for plans, including clear documentation, exception workflows, consistent audit and approval processes, and SOX-ready controls to support IPO readiness and external audits.

• Design, execute, and report on plan effectiveness analytics, attribution, and ROI modeling; recommend and implement plan alterations based on thorough analysis.

• Facilitate transparent and inclusive communication to ensure sellers comprehend how they earn and the implications of any changes.

• Collaborate cross-functionally to guarantee that compensation programs comply with ASC 606 for revenue recognition and commission accounting, as well as local regulations and tax practices.

⛳️ Requirements

• 15+ years of experience in sales compensation or sales strategy, with substantial hands-on experience in designing and managing global incentive programs at an enterprise level.

• In-depth understanding of incentive plan mechanics across Enterprise, Commercial, and Channel sales, including quota and territory design, pay mix, accelerators, SPIFFs, and exception governance.

• Proven experience with consumption or usage-based pricing models and the ability to convert them into effective incentive plans.

• Strong technical proficiency with Xactly, CaptivateIQ, or similar ICM platforms, alongside advanced modeling capabilities in SQL, Excel, and BI tools.

• Exceptional analytical skills with experience in complex modeling, scenario analysis, plan ROI and leakage reviews, and commission accrual modeling in accordance with ASC 606.

• Experience in a pre-IPO or recently public environment, with knowledge of building SOX-compliant compensation controls and facilitating external audits.

• Strong stakeholder management and influencing abilities; adept at advising C-suite executives and navigating matrixed organizations without direct authority.

🏝️ Benefits

• 100% employer-paid medical insurance

• Generous paid time-off policy (PTO), in addition to paid sick time, inclusive parental leave, holidays, and volunteer days off

• RSU stock grants*

• Professional development and training opportunities

• Company virtual happy hours, complimentary food, and enjoyable team-building activities

• Monthly cell phone stipend

• Access to an innovative mental health support platform that provides personalized care and resources in areas such as therapy, coaching, and self-guided mindfulness exercises for all covered employees and their dependents.