Sales Operations, Associate Director – Global Incentive Compensation Strategy

Role Overview

• Serve as a Strategic Advisor
• Act as a trusted thought partner to cross divisional GTM, Revenue Operations, and Finance leaders
• Provide guidance on commission plan design, SPIFFs, and incentive strategies aligned to GTM strategy, coverage models, and revenue motions
• Help leaders navigate tradeoffs between simplicity, motivation, cost, fairness, and scalability
• Shape Enterprise Incentive Strategy
• Translate priorities into incentive designs that align to guiding principles and design frameworks
• Define guardrails that align to best practices for sales compensation across roles, segments, regions, and revenue models (e.g. recurring, transactional, consumption)
• Bring external perspective and insight informed by SaaS, technology, and data driven business models from global organizations
• Partner with the Incentive Compensation CoE
• Support strategy and governance that can be enabled by Xactly
• Act as a bridge between business strategy and platform execution, without being a system administrator
• Lead and/or contribute to enablement, documentation, and leadership narratives that make incentive programs understandable and credible
• Adopt Xactly and other technologies to drive efficiencies at scale for incentive comp design
• Perform or review financial and scenario modeling related to commission plans, SPIFFs, and incentive changes
• Partner with Finance to assess cost, ROI, risk, and sustainability of incentive strategies
• Help senior leaders understand implications, not just mechanics; guide to scalable yet effective incentive strategies
• Facilitate structured discussions with senior stakeholders around sensitive or high impact decisions
• Bring clarity, neutrality, and sound judgment to ambiguous and/or politically complex environments
• Operate with executive presence, integrity, and follow through

Requirements

• 8+ years of experience in Sales/Incentive Compensation, Revenue Operations, Sales Strategy, and/or Management Consulting
• Background in consulting, advisory, or enterprise transformation preferred
• Experience in growth-oriented organizations with multiple revenue models (e.g. recurring, transactional, consumption, etc)
• Comfort operating in global, matrixed environments
• Deep understanding of commission structures, SPIFFs, quota mechanics, territory planning, and seller behavior
• Strong financial and analytical acumen; able to build or interpret cost and scenario models, and translate to actionable designs
• Experience collaborating with RevOps, Finance, Sales, HR, Legal, IT, etc
• Experience with Works Council governing bodies
• Working familiarity with Salesforce, ERPs and enterprise compensation platforms (e.g., Xactly), with appreciation for governance and process integrity
• Executive level communication skills; credible with senior leadership
• Known for sound judgment, integrity, and balanced decision making
• Comfortable advising without direct authority
• Values clarity, fairness, and thoughtful design over complexity.

Benefits

• Medical, Dental, & Vision Plans
• 401(k)
• FSA/HSA
• Commuter Benefits
• Tuition Assistance Plan
• Vacation and Sick Time
• Paid Parental Leave