Senior Director, Global Sales Compensation
$221,116–$276,395 year
RemoteAnthony, Kansas, United States
Job Summary
Lead global sales incentive planning and design, architecting usage-based compensation plans for Enterprise, Commercial, and Channel sales across the Fivetran and dbt GTM motions. Own the incentive compensation management system of record, modernizing operations through AI automation and establishing SOX-ready controls for IPO readiness. Serve as a strategic advisor to senior leadership, presenting data-driven tradeoffs on plan effectiveness, attribution, and ROI while ensuring ASC 606 compliance and local regulatory adherence. Build and lead a high-performing team, driving transparent communications and enabling sellers to understand incentive structures. Report to the VP, Finance & Strategy with a hybrid schedule.
Required Qualifications
- 15+ years of experience in sales compensation or sales strategy
- significant hands-on experience designing and operating global incentive programs at enterprise scale
- Deep knowledge of incentive plan mechanics across Enterprise, Commercial, and Channel sales
- knowledge of quota and territory design
- knowledge of pay mix
- knowledge of accelerators
- knowledge of SPIFFs
- knowledge of exception governance
- Proven experience with consumption or usage-based pricing models
- ability to translate consumption or usage-based pricing models into effective incentive plans
- Strong technical command of Xactly
- Strong technical command of CaptivateIQ
- Strong technical command of comparable ICM platforms
- advanced modeling skills in SQL
- advanced modeling skills in Excel
- advanced modeling skills in BI tools
- Exceptional analytical rigor
- experience running complex modeling
- experience running scenario analysis
- experience running plan ROI reviews
- experience running leakage reviews
- experience running commission accrual modeling
- experience running commission accrual modeling under ASC 606
- Experience operating in a pre-IPO or newly public environment
- familiarity building SOX-compliant compensation controls
- supporting external audits
- Strong stakeholder management skills
- influencing skills
- comfortable advising C-suite
- comfortable navigating matrixed organizations without direct authority
Desired Qualifications
- Direct experience at a high-growth SaaS company undergoing product or pricing transformation
- Experience harmonizing compensation programs across acquired entities or merged go-to-market motions
- Hands-on experience integrating AI or automation to improve compensation transparency and forecasting
- Familiarity with international pay compliance and tax considerations for variable pay
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