Director, Sales Compensation Operations

The Role

We are looking for a Director, Sales Compensation Operations to own the end-to-end operational engine behind how our go-to-market teams are credited, assigned quotas, and paid. This is a people-leadership role at the center of Sales, Finance, Revenue Operations, and Systems, where accuracy, timeliness, and trust are everything.

You will lead two core functions — crediting & quota operations and commission operations — ensuring every rep understands how they are measured and is paid correctly and on time.

• You'll lead and grow a team of compensation operations professionals, setting the operating rhythm for how compensation runs at scale.
• You'll build repeatable processes and controls, drive automation where it improves accuracy and speed, and partner closely with senior Sales and Finance leadership to make sure our incentive programs are executed accurately.
• You will report to the Head of Revenue Strategy & Planning within the Revenue organization.

Key Responsibilities

• Lead, coach, and develop a team across business operations, crediting operations, data pipeline management, data quality and audit, process governance, and commission calculation.
• Set clear goals and operating cadences, invest in career growth, and get into the details when the work calls for it.
• Oversee the end-to-end monthly and quarterly commission cycle, from crediting and quota data through calculation, validation, review, approval, and payout.
• Make sure comp plan policies are implemented accurately and every rep is paid correctly and on time.
• Implement and operationalize the crediting rules and processes behind them. This includes quota issuance and rollup to leaders by role, executing credit rules, and processing mid-period adjustments across the go-to-market organization.
• Own the data pipelines that move quota, crediting, and revenue data between systems such as Looker, Salesforce, and Pigment. Maintain the transformation logic that powers them, and research and resolve data issues when they arise.
• Administer and improve our sales compensation tech stack: Pigment for ICM and quota issuance, and Salesforce as our system of record. Drive automation, data integrity, and scalability as the business grows.
• Own data quality and audit for commissionable crediting data. Cure and reconcile source data before it feeds calculations. Maintain controls, documentation, and audit readiness.
• Run process governance, exception review, and policy review. Handle edge cases at scale without creating a backlog. Identify what's breaking repeatedly and fix the root cause.
• Partner with Sales Compensation Design, Quota Operations, Revenue Operations, Finance, and Sales leadership. Translate plan design into execution, support the rollout and validation of new and updated plans, and bring operational feedback into future design decisions.
• Deliver reporting and insights on payout accuracy, cycle times, exceptions, and other operational KPIs. Flag risks early and use data to prioritize improvements.
• Enable frontline sales teams to understand their compensation structures and plans, including how they are credited, measured, and paid, to build trust and transparency in the incentive program.

Crediting & Quota Operations

Ensure accurate and timely crediting and quota data for all sales reps. Manage the issuance and rollup of quotas to leaders by role, execute credit rules, and process mid-period adjustments across the go-to-market organization.

Commission Operations

Administer and improve the sales compensation tech stack, including Pigment for ICM and quota issuance, and Salesforce as our system of record. Drive automation, data integrity, and scalability as the business grows. Own data quality and audit for commissionable crediting data. Run process governance, exception review, and policy review.

Team Management

Lead and grow a team of compensation operations professionals, setting the operating rhythm for how compensation runs at scale. Invest in career growth and get into the details when the work calls for it.

Reporting and Insights

Deliver reporting and insights on payout accuracy, cycle times, exceptions, and other operational KPIs. Flag risks early and use data to prioritize improvements.

Stakeholder Management

Partner with Sales Compensation Design, Quota Operations, Revenue Operations, Finance, and Sales leadership. Translate plan design into execution, support the rollout and validation of new and updated plans, and bring operational feedback into future design decisions.

Automation and Technology

Drive automation, data integrity, and scalability as the business grows. Administer and improve our sales compensation tech stack, including Pigment for ICM and quota issuance, and Salesforce as our system of record.

Data Quality and Audit

Own data quality and audit for commissionable crediting data. Cure and reconcile source data before it feeds calculations. Maintain controls, documentation, and audit readiness.

Process Governance

Run process governance, exception review, and policy review. Handle edge cases at scale without creating a backlog. Identify what's breaking repeatedly and fix the root cause.

Operational Feedback

Partner with Sales Compensation Design, Quota Operations, Revenue Operations, Finance, and Sales leadership. Translate plan design into execution, support the rollout and validation of new and updated plans, and bring operational feedback into future design decisions.

Frontline Sales Teams

Enable frontline sales teams to understand their compensation structures and plans, including how they are credited, measured, and paid, to build trust and transparency in the incentive program.

Qualifications

12+ years of experience in Sales Compensation Operations, Sales Commissions, Revenue Operations, or a related field.

• 5+ years of people leadership experience, with a track record of building, coaching, and scaling high-performing operations teams.
• Experience operating complex compensation environments across multiple sales motions, roles, and revenue models.
• Expertise administering an ICM / sales compensation platform (Pigment strongly preferred; Xactly, CaptivateIQ, Anaplan, Varicent, or similar) and strong hands-on comfort with Salesforce as a source system.
• Demonstrated ability to leverage AI and automation tools to accelerate and improve the accuracy of calculation, reconciliation, reporting, and operational workflows.
• Advanced Excel / Google Sheets skills and comfort with SQL. Strong analytical and problem-solving ability.
• Demonstrated ability to design and operate controls, documentation, and audit-ready processes.
• Excellent stakeholder management and communication skills, with experience partnering with Sales, Finance, and Revenue Operations leadership.
• Ability to operate autonomously in a fast-paced environment where priorities shift.

Bonus

• Experience in payments, fintech, or a consumption-based business model.
• Hands-on experience building or directly managing ETL pipelines between comp systems.
• Migration or implementation of a commissions platform before.

Benefits

Block is an equal opportunity employer evaluating all employees and job applicants without regard to identity or any legally protected class. We will consider qualified applicants with arrest or conviction records for employment in accordance with state and local laws and “fair chance” ordinances. We believe in being fair, and are committed to an inclusive interview experience, including providing reasonable accommodations to disabled applicants throughout the recruitment process. We encourage applicants to share any needed accommodations with their recruiter, who will treat these requests as confidentially as possible.

To find a location’s zone designation, please refer to this resource. If a location of interest is not listed, please speak with a recruiter for additional information.

Block takes a market-based approach to pay, and pay may vary depending on your location. U.S. locations are categorized into one of four zones based on a cost of labor index for that geographic area. The successful candidate’s starting pay will be determined based on job-related skills, experience, qualifications, work location, and market conditions.