Senior Director, Sales Compensation

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

📋 Description

• Lead the annual sales compensation planning process, which encompasses plan design, quota-setting alignment, documentation, approvals, and implementation.

• Create incentive structures that include accelerators, SPIFs, recurring-revenue credit, overlay, and specialist plans.

• Collaborate with Sales Leadership and FP&A to synchronize incentive expenditures with revenue and margin goals.

• Benchmark compensation plans against industry and peer data.

• Develop compensation policies, approval workflows, and protocols for dispute resolution.

• Ensure adherence to wage/hour, pay transparency, and pay equity regulations.

• Manage SOX-adjacent controls, audits, documentation, and audit trails.

• Lead and nurture the sales compensation team.

• Supervise commission and bonus calculations, accruals, journal entries, and reconciliations.

• Oversee the compensation technology roadmap, including ICM configuration, automation, and integration with CRM/ERP/HRIS systems.

• Provide executive dashboards and insights regarding plan performance, pay mix, incentive ROI, and quota achievement.

• Model the financial and behavioral effects of proposed plan modifications.

• Advise Sales, Finance, and HR on new-hire plans, promotions, terminations, exceptions, and M&A/territory integration.

• Collaborate with Sales Operations on territory and quota design.

• Review commission runs and reconciliations prior to payroll submission.

• Resolve escalated compensation disputes.

• Present sales compensation scorecards to Finance and Sales leadership.

• Engage in annual quota-setting, territory design, and budget planning cycles.

⛳️ Requirements

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

• Over 15 years of progressive experience in sales compensation, sales finance, or total rewards, including experience in people management.

• Proven experience in designing and administering sales incentive plans within a technology or professional/managed services environment is highly preferred.

• In-depth knowledge of Incentive Compensation Management platforms; Xactly Incent is strongly preferred.

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

• Comfort with BI and visualization tools such as Power BI or Tableau.

• Understanding of commission accounting fundamentals, encompassing accruals, journal entries, revenue recognition implications, and reconciliations.

• Familiarity with CRM data structures related to bookings, quota, and territory data.

• Experience in evaluating and implementing AI/automation tools for compensation forecasting, anomaly detection, and reporting.

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

• Strategic thinking that connects compensation design to growth, margin, and go-to-market strategies.

• Strong executive communication and presentation skills for CFO, CRO, and Sales leadership.

• Capabilities in change management and cross-functional influence.

• Proven leadership experience with compensation or finance professionals.

• Strong negotiation and conflict-resolution skills.

• Project management skills for annual compensation planning cycles.

🏝️ Benefits

• Remote work options.

• Reasonable accommodations for individuals with disabilities.

• Commitment to equal opportunity employment.

• Priority referrals for protected veterans.