Director, Sales Compensation and Commissions

Barracuda is a leading cybersecurity company providing complete protection against complex threats. Our platform protects email, data, applications, and networks with innovative solutions and a managed XDR service to strengthen cyber resilience.

About the role

As the Director, Sales Compensation and Commissions, you'll be responsible for designing Barracuda's sales incentive plans and managing them throughout the fiscal year. You'll lead the compensation strategy for all quota-carrying sales roles, including direct and overlay teams, across all routes to market. The goal is to motivate high performance, attract and retain top talent, and drive revenue and customer growth.

In this role, you'll partner closely with Sales Leadership, Finance, and Human Resources to build and evolve compensation programs that support Barracuda's business goals and growth objectives. You'll also directly lead the Sales Commissions team, overseeing the calculation, administration, compliance, and ongoing improvement of global incentive compensation programs.

Responsibilities

• Use a data-driven approach to develop a sales compensation strategy that is simple to understand, transparent, and uniquely addresses each territory type across routes-to-market and geography
• Manage semi-annual sales compensation planning program with regular steering committee meetings to gain senior leadership feedback and alignment
• Benchmark competitive practices to ensure sales plans drive results and help attract and retain top sales talent
• Create and deliver plan communications and enablement in a way that builds trust and excitement
• Collaborate with finance, HR, and others to transform and optimize the design, governance, and administration of sales compensation plans
• Monitor and analyze all aspects of the sales compensation programs to gauge the effectiveness of the plan designs and devise periodic SPIFFS that may be implemented
• Track payout performance of plans and provide forecasts of expected payouts
• Oversee administration of sales compensation plans and plan exception requests
• Collaborate with the sales commissions team and ensure compliance with payroll deadlines and with local regulatory environments

Requirements

• 8+ years of sales compensation experience in a SaaS environment
• Deep expertise designing and managing compensation plans across SaaS, subscription, hardware, and hybrid business models
• Hands-on experience with Xactly, including incentive compensation administration, reporting, and plan management
• Experience supporting sales organizations across multiple customer segments, geographies, and routes to market
• Strong analytical, modeling, and problem-solving skills, with the ability to evaluate complex scenarios, identify trends, and translate data into actionable recommendations
• Proven ability to build trusted partnerships across Sales, Finance, HR, Legal, IT, and Operations
• Exceptional communication and influencing skills, including the ability to lead initiatives and drive alignment without direct authority
• Experience leading and developing high-performing teams, including distributed and remote employees
• Bachelor's degree required; Master's degree preferred

Benefits

• A team where you can voice your opinion, make an impact, and where you and your experience are valued
• Internal mobility – opportunities for cross training and career advancement within Barracuda
• Equity in the form of non-qualifying options
• High-quality health benefits
• Retirement Plan with employer match
• Career-growth opportunities
• Flexible Time Off and Paid Time Off benefits
• Volunteer opportunities

Pay

The anticipated salary range for this role is $162,000 to $216,000. Actual compensation offered will be dependent upon the individual's skills, experience, and qualifications as they directly relate to the requirements of the position, the budget for the position, and applicable employment laws.