Director, Sales Compensation

Department: Revenue Operations

FLSA: Status: Exempt

Location: New York, NY, Remote West Coast

Overview

At our rapidly growing company, we are seeking an exceptional Director of Sales Compensation to lead the design, implementation, and stewardship of our complex commission plans. This strategic role is pivotal in ensuring our compensation programs align with our overall business objectives, empower and motivate our sales teams, and accurately reflect the unique challenges and opportunities of our consumption-based business model.

The ideal candidate is a seasoned compensation professional who thrives on corporate strategy but possesses an unyielding "roll-up-your-sleeves" attitude toward administrative accuracy. You must be deeply committed to the integrity of the data, showing a willingness to inspect every statement in detail while maintaining the agility to pivot tools and processes at a moment's notice.

Key Responsibilities

• Strategic Planning & GTM Alignment:
• Design, implement, and administer comprehensive sales commission plans for over 100 employees across Sales, Customer Success, Sales Engineering and other departments.
• Partner closely with the SVP of Revenue Operations, Sales Leaders, and Finance to model, forecast, and align compensation strategies with our overarching GTM objectives.
• Assess the operational feasibility of proposed plans, ensuring that what is designed strategically can be accurately administered at scale.
• Team Leadership:
• Directly manage, develop, and mentor a high-performing team of two compensation professionals, overseeing their daily workflows, monthly deliverables, and professional growth.

Process Automation & AI Innovation:

• Leverage compensation tools and technology to streamline processes, automate commission calculations, and improve overall operational efficiency.
• Actively identify opportunities to utilize Artificial Intelligence (AI) to automate manual workflows, reconcile complex datasets, and accelerate the validation of commission outputs.

Standardized Reporting & Analytics:

• Design, build, and standardize rigorous monthly and quarterly reporting packages tailored for Finance and Sales Leadership to track commission spend, budget variances, and plan effectiveness.
• Gather and analyze sales data, performance metrics, and revenue trends to deliver data-driven insights and actionable recommendations for future plan modifications.
• Meticulous Administration & Audit:
• Oversee the monthly commission cycle with an elite standard of accuracy, including a commitment to personally review every single employee's statement in detail each month.
• Master our primary commission tool (CaptivateIQ), while maintaining the architectural readiness and willingness to transition the entire process at a moment's notice.
• Ensure all plans remain competitive, equitable, and compliant with relevant financial standards and regulations.
• Cross-Functional Collaboration & Communication:
• Act as a trusted advisor to sellers and sales leadership, creating clear, concise documentation and conducting regular feedback loops (surveys, town halls) to maintain high motivation and transparency.
• Partner with Finance to establish bulletproof auditing, reconciliation, and expense forecasting workflows.

Qualifications

• Experience: 10+ years of dedicated experience in sales compensation design and administration, with a proven track record navigating the complexities of a consumption-based business model.
• People Management: 3+ years of experience directly managing, mentoring, and evaluating direct reports within a revenue operations or corporate compensation environment.
• Strategic & Operational Hybrid Mindset: Proven ability to advise senior leadership on GTM strategy, paired with an explicit passion for commissions administration and getting the fine details right.
• Tools & Technical Agility:
• Advanced proficiency with commission automation platforms (specifically CaptivateIQ, though experience with Varicent or Xactly is welcome).
• Practical exposure to utilizing AI tools or advanced automation scripts to streamline manual data reconciliation. (Claude, Gemini)
• Expert-level Google Sheets / Excel capabilities are mandatory, alongside an operational willingness to manage massive commission infrastructure manually if required.
• Familiarity with the broader tech stack: Salesforce, Adaptive, Intaact.
• Education & Certifications: Bachelor's degree in Finance, Business Administration, or a related field; MBA or Certified Compensation Professional (CCP) designation preferred.
• Core Skills: Exceptional analytical problem-solving skills, rigorous attention to detail, and top-tier communication skills required to manage cross-functional stakeholders smoothly.

The anticipated salary pay range for Metro 2 areas for this role is $200,000-$215,000 plus sales incentive plan.
The anticipated salary pay range for Metro 3 areas for this role is $190,000-$210,000 plus sales incentive plan. Offered salary will be determined by the applicant's experience, knowledge, skills, geo-location and abilities as well as internal equity and alignment with market data.