Director, Sales Incentive Compensation
Role Purpose
The Sales Incentive Compensation Director serves as the enterprise authority for global go-to-market compensation strategy, plan architecture, and incentive governance. The role is responsible for designing commercially effective compensation programs that drive predictable revenue outcomes, reinforce strategic priorities, and support long-term organizational growth.
Key Responsibilities
Lead the end-to-end design, modeling, and strategic evolution of global sales incentive compensation programs across all go-to-market roles.
Serve as the primary internal authority on compensation philosophy, plan design, policy interpretation, and strategic exception management.
Partner with executive leadership to evaluate the commercial and financial impact of compensation structures, accelerators, quotas, overlays, bonus programs, and strategic incentives.
Reduce dependency on external consultants through development of internal strategic compensation expertise.
Qualifications & Experience
10+ years of progressive experience in Sales Compensation, Revenue Operations, Commercial Finance, Total Rewards, or related disciplines.
Demonstrated ownership of complex global go-to-market compensation programs within high-growth or subscription-based business environments.
Deep expertise in incentive compensation strategy, economic modeling, quota design, and commercial performance management.
Strong executive presence with demonstrated ability to influence senior stakeholders and drive cross-functional alignment.
Prior evidence of shifting the function from an administrative cost centre to a strategic commercial partner.
Advanced analytical and financial modeling capabilities with the ability to translate complex data into strategic business recommendations.
Strong commercial acumen and sound judgment in balancing growth objectives, financial discipline, and organizational behavior.
Experience leading compensation governance, policy interpretation, and exception management within complex organizations.
Advanced proficiency with sales, compensation, and analytics platforms including Salesforce, Xactly, Varicent, PowerBI, and advanced Excel modeling.
Exceptional communication, presentation, and stakeholder management skills.
Ability to operate with a high degree of discretion, professionalism, and integrity in handling sensitive business and compensation matters.
Bachelor’s degree in business, finance, economics, or related discipline required; MBA or advanced certifications preferred.