Senior Principal, Sales Compensation Design – Strategy

🔥 12 hours ago

🗽 New York – Remote

🗽 New York – Remote

💵 $220k - $303k / year

⏰ Full Time

🟠 Senior

🤑 Sales

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Cloudflare

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2009

🔒 Cybersecurity

☁️ SaaS

📡 Telecommunications

💰 $150M Series E on 2019-03

Cybersecurity • SaaS • Telecommunications

Cloudflare is a company that provides a unified platform known as the "connectivity cloud. " This platform helps businesses enhance security, reduce complexity, and accelerate application and network performance across on-premise, public cloud, SaaS, and the internet. Cloudflare offers products and services aimed at improving IT visibility and control, ensuring application security, and enabling faster app development and performance. The company focuses on security, including systems to reduce vulnerabilities and enhance resilience. Cloudflare is also recognized for its engagement in application services, network services, and enabling secure connections for employees, contractors, devices, networks, apps, and data globally. Additionally, they have significant partnerships and are acknowledged in industry reports for their cloud and edge delivery services capabilities.

📋 Description

• 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.

🎯 Requirements

• 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.

🏖️ Benefits

• Compensation may be adjusted depending on work location