Senior Principal, Sales Compensation Design – Strategy

🕒 Julho 16

🗽 New York – Remoto

🗽 New York – Remote

💵 $220.000 - $303.000 / ano

⏰ Tempo Integral

🟠 Sênior

🤑 Vendas

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Cloudflare

SiteLinkedInTodas as Vagas

1001 - 5000 funcionários

Fundada em 2009

💼 Consultoria

📦 Logística

📣 Marketing

💰 $150.000.000 Series E em 2019-03

Consulting • Logistics • Marketing

A Cloudflare é uma empresa que fornece uma plataforma unificada conhecida como "nuvem de conectividade". Esta plataforma ajuda as empresas a melhorar a segurança, reduzir a complexidade e acelerar o desempenho de aplicações e redes em ambientes internos, nuvens públicas, SaaS e na internet. A Cloudflare oferece produtos e serviços que visam melhorar a visibilidade e o controle de TI, garantir a segurança de aplicações e possibilitar um desenvolvimento e desempenho de aplicativos mais rápidos. A empresa foca em segurança, incluindo sistemas para reduzir vulnerabilidades e aumentar a resiliência. A Cloudflare também é reconhecida por seu envolvimento em serviços de aplicações, serviços de rede e na habilitação de conexões seguras para funcionários, contratados, dispositivos, redes, aplicativos e dados globalmente. Além disso, ela possui parcerias significativas e é reconhecida em relatórios da indústria por suas capacidades de entrega em nuvem e edge.

Descrição

• Lead the Sales Compensation Design Process with the Executive Steering Committee, including CRO, CFO, and CPO level stakeholders. • Drive C-level discussions on compensation philosophy, pay-for-performance outcomes, and strategic trade-offs; develop recommendation decks and own the narrative through approval. • Architect new metrics that align seller incentives with Cloudflare's developer platform and AI product strategy (e.g., Workers consumption, AI Gateway adoption, platform attach, multi-product penetration). • Create a 3-year roadmap for the Sales Compensation Design function. • Build the AI Compensation Design Framework and Application - an internal capability that uses AI to accelerate plan modeling, scenario simulation, payout forecasting, and what-if analysis across thousands of sellers and territories. • Leverage AI to design high-quality SPIFFs and incentive structures, including generating candidate designs, simulating seller behavior, and stress-testing against historical data before launch. • Track ROI of comp plans, SPIFFs, and incentive programs using AI-driven analytics - moving from lagging reporting to predictive measurement of plan effectiveness, seller behavior change, and revenue lift. • Develop AI-powered pay-for-performance reporting that surfaces insights for executives, managers, and sellers in real time, replacing static quarterly reviews with continuous intelligence. • Collaborate with GTM Strategy, Operations, Finance, HR, IT, and Product to ensure effective deployment of compensation plans and GTM strategy. • Lead compensation enablement and change management for the global Sales team, including AI-assisted communications, FAQ generation, and plan-acceptance workflows. • Design SPIFFs and incentive strategies that balance long-term strategic bets with short-term revenue goals. • Partner with the Compensation Administration and Operations Teams to ensure design intent translates into accurate, auditable payouts.

🎯 Requisitos

• 15+ years of experience in Sales Compensation Design in a fast-paced tech company or as a management consultant. • Demonstrated fluency with AI tools and AI-augmented workflows - whether through prior comp design work, analytics, or strategic projects. Comfort building or directing the build of AI-powered internal applications is strongly preferred. • Strong analytical skills, including the ability to architect new metrics for emerging business models (consumption, AI monetization). • Exceptional presentation and communication skills, with proven experience presenting to and influencing C-level executives. • Proven experience driving Executive Steering Committee meetings and owning the decision narrative end-to-end. • Experience leading cross-functional initiatives to completion across Finance, HR, IT, Product, and GTM. • Detail-oriented with a strategic mindset. • Bachelor's degree required.

🏖️ Benefícios

• Compensation may be adjusted depending on work location