Job Description

This position is listed on behalf of a partner company, which manages all applications and next steps. Our partner is looking for a Director, Sales Commission based in the United States. We are seeking a strategic, hands-on leader to oversee global sales incentive compensation programs and ensure they align with business objectives, revenue targets, and organizational performance. In this executive-facing role, you will lead compensation plan design, financial modeling, commission operations, and performance analytics across recurring and non-recurring revenue business models. Working closely with Finance, HR, Revenue, Sales Operations, and executive leadership, you will translate company goals into effective incentive structures while maintaining accuracy, transparency, and operational efficiency. You will also oversee commission systems, strengthen data integrity, and deliver actionable insights to senior leaders on sales performance and compensation expenses. This position combines strategic decision-making with hands-on execution and team leadership in a distributed, global environment. It offers an opportunity to modernize compensation operations, leverage emerging AI tools, and shape how sales incentives drive sustainable business growth. Accountabilities - Global Compensation Strategy: Lead the annual sales compensation planning process across B2B SaaS recurring revenue and non-recurring revenue business models. Translate company objectives and sales targets into effective incentive structures, role-based metrics, and comprehensive compensation plan documentation. - Executive Alignment and Plan Design: Develop financial models and compensation scenarios, present recommendations to the Chief Revenue Officer (CRO) and Chief Financial Officer (CFO), and lead iterative discussions to secure executive approval of final plans.

- Compensation Governance: Establish and maintain clear policies governing variable compensation, including leaves of absence, guarantees, ramp periods, plan exclusions, exceptions, disputes, and mid-year quota adjustments. - Cross-Functional Collaboration: Partner with HR, Revenue, and Sales Operations to gather business requirements, align performance metrics, incorporate quotas and territories, and ensure effective plan implementation and consistent policy enforcement. - Commission Operations: Oversee the complete calculation and execution of variable compensation plans through Everstage, ensuring accurate payouts, timely processing, and clear communication with employees to maintain confidence in the compensation process. - Payroll Validation: Review, validate, and approve monthly and quarterly global commission and bonus payroll workbooks across US and international schedules before submission to Payroll. - Systems and Data Integrity: Audit and optimize commission workflows within Everstage. Collaborate with HR Operations and HRIS teams to manage and monitor Workday-to-Everstage data integrations, identify data quality issues, and resolve discrepancies related to new hires, promotions, transfers, and other employee changes. - Sales Systems and Deal Analysis: Maintain a strong understanding of Salesforce CPQ configurations, deal structures, and quote-to-cash processes. Resolve complex commission questions involving stepped pricing arrangements, multi-year accelerators, early renewals, and customized contract terms. - Exception and Dispute Management: Serve as the primary decision-maker for initial compensation exceptions, disputes, and policy interpretations, developing consistent, data-backed recommendations and escalating complex matters when appropriate. - Executive and Board Reporting: Develop performance dashboards, quota attainment metrics, compensation plan effectiveness analyses, and commission expense insights.

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