Director of Global Sales Compensation Strategy

6 hours ago

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Instructure

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Education • SaaS • Artificial Intelligence

Instructure is an educational technology company that provides various digital tools and platforms to enhance and streamline teaching and learning experiences across different educational levels, from K-12 to professional education. Central to their offerings is the Canvas Learning Management System (LMS), which serves as a comprehensive hub for educators and students to connect and communicate effectively. Instructure also offers additional tools such as Canvas Studio and Canvas Catalog, as well as data-driven insights through Intelligent Insights that utilize AI to improve educational outcomes. The company's products are designed to support evidence-based decision-making, optimize technology usage, and foster impactful results in educational environments.

1001 - 5000 employees

Founded 2016

📚 Education

☁️ SaaS

🤖 Artificial Intelligence

📋 Description

• Own the global sales compensation strategy and roadmap • Translate corporate priorities into incentive levers that drive GTM outcomes • Lead modeling, design and deployment of simple, scalable sales compensation plans, SPIFFs, and recognition programs that are in general alignment with best practices • Develop new incentive frameworks that improve sales performance • Serve as an advisor to senior GTM and executive leadership • Drive scalable processes/systems and governance between Salesforce.com and the Performio commission system • Work in close collaboration with Finance on a monthly and quarterly basis to ensure timely and accurate commissions calculations • Conduct market research and competitive analyses to maintain program effectiveness • Manage high-impact compensation projects and process improvements • Maintain and evolve the quarterly quota agreements, sales compensation plan, related policies and rules of engagement • Oversee plan documentation, approvals, and signatures • Own creation and maintenance of sales compensation training materials • Deliver streamlined sales new hire and ongoing training for sales compensation programs so the revenue teams have a clear understanding of how they are compensated • Own compensation escalations beyond Finance or shared services teams • Lead sales compensation committee to resolve escalations for splits or other commissions

🎯 Requirements

• 7+ years of sales compensation experience, including leadership responsibility • Proficient with Salesforce, commission systems (including Performio), and BI tools like Tableau • Solid understanding of SaaS GTM models and the financial drivers behind new business, renewals, and expansion • Known as a sales compensation SME with experience partnering across GTM, Finance, and HR • Experience managing and developing direct reports • Able to set and execute multi-year compensation strategies that support business goals • Global compensation experience, including working across regions and time zones • Strong balance of strategic thinking and attention to detail • Advanced Excel user with strong analytical and modeling skills • Takes full ownership of responsibilities and follows through reliably • Strong communication skills, including presenting insights and recommendations to leadership • BA/BS in an analytical field is a plus • MBA or advanced degree (preferred)

🏖️ Benefits

• Competitive compensation, plus all full-time employees participate in our ownership program - because everyone should have a stake in our success. • Flexible schedules and a remote-friendly culture, with hybrid or onsite work options available in some regions for specific roles • Generous time off, including local holidays and our annual company-wide “Dim the Lights” week in late December, when we encourage everyone to step back and recharge • Comprehensive wellness programs and mental health support • Annual learning and development stipends to support your growth • The technology and tools you need to do your best work — typically a Mac, with PC options available in some locations • Motivosity employee recognition program • A culture rooted in inclusivity, support, and meaningful connection