Director of Global Sales Compensation Strategy

About the role

The Director of Sales Compensation will lead the global strategy, design, and governance of all sales compensation programs globally as Instructure scales towards $1B in revenue. This critical role within Revenue Operations requires strong cross-functional collaboration with Finance, Sales, Customer Success, HR and IT.

Responsibilities

• Own the global sales compensation strategy and roadmap
• Translate corporate priorities into incentive levers that drive GTM outcomes
• Lead modeling, design and deployment of simple, scalable sales compensation plans, SPIFFs, and recognition programs that are in general alignment with best practices
• Develop new incentive frameworks that improve sales performance
• Serve as an advisor to senior GTM and executive leadership
• Drive scalable processes/systems and governance between Salesforce.com and the Performio commission system
• Work in close collaboration with Finance on a monthly and quarterly basis to ensure timely and accurate commissions calculations
• Conduct market research and competitive analyses to maintain program effectiveness
• Manage high-impact compensation projects and process improvements
• Maintain and evolve the quarterly quota agreements, sales compensation plan, related policies and rules of engagement
• Own creation and maintenance of sales compensation training materials
• Deliver streamlined sales new hire and ongoing training for sales compensation programs so the revenue teams have a clear understanding of how they are compensated
• Own compensation escalations beyond Finance or shared services teams
• Lead sales compensation committee to resolve escalations for splits or other commissions

Qualifications

• 7+ years of sales compensation experience, including leadership responsibility
• Proficient with Salesforce, commission systems (including Performio), and BI tools like Tableau
• Solid understanding of SaaS GTM models and the financial drivers behind new business, renewals, and expansion
• Known as a sales compensation SME with experience partnering across GTM, Finance, and HR
• Experience managing and developing direct reports
• Able to set and execute multi-year compensation strategies that support business goals
• Global compensation experience, including working across regions and time zones
• Strong balance of strategic thinking and attention to detail
• Advanced Excel user with strong analytical and modeling skills
• Takes full ownership of responsibilities and follows through reliably
• Strong communication skills, including presenting insights and recommendations to leadership
• Bachelor’s Degree in an analytical field is a plus
• MBA or advanced degree (preferred)

Pay

Compensation Range: $170K - $200K