Senior Director, Global Sales Compensation

🕒 July 22

🇺🇸 United States – Remote

💵 $221.1k - $276.4k / year

⏰ Full Time

🟠 Senior

🤑 Sales

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Fivetran

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2012

💼 Consulting

📦 Logistics

💰 $565M Series D on 2021-09

Consulting • Logistics • Data Integration

Fivetran is a company that focuses on simplifying the process of data integration by providing automated data connectors that sync data from different sources into data warehouses, enabling seamless analytics and insights. Using a streamlined, fully-managed approach, Fivetran helps businesses consolidate their data infrastructure to ensure consistent data availability and reliability.

📋 Description

• Lead the global sales incentive planning and design process, owning frameworks that translate executive strategy into field behavior. • Architect and implement compensation plans for consumption/usage-based pricing models across Enterprise, Commercial, and Channel sales. • Lead the design and integration of sales compensation plans across the Fivetran and dbt GTM motions, harmonizing crediting, quota, and plan mechanics into a unified framework post-merger. • Serve as a strategic advisor to GTM and Finance senior leadership, presenting data-driven tradeoffs and recommendations to the Sales Compensation Committee. • Own the incentive compensation management (ICM) system of record and modernize operations through AI automation, governance, and scalable execution. • Build and lead a high-performing Sales Compensation team, including managers and senior analysts, and own hiring, coaching, and development. • Establish global plan governance, clear plan documents, exception workflows, consistent audit and approval processes, and SOX-ready controls to support IPO readiness and external audits. • Design, run, and report plan effectiveness analytics, attribution, and ROI modeling; propose and implement plan changes based on rigorous analysis. • Drive transparent, inclusive communications and enablement so sellers understand how they earn and how changes affect them. • Partner cross-functionally to ensure compensation programs are ASC 606 compliant for revenue recognition and commission accounting, and comply with local regulations and tax practices.

🎯 Requirements

• 15+ years of experience in sales compensation or sales strategy, including significant hands-on experience designing and operating global incentive programs at enterprise scale. • Deep knowledge of incentive plan mechanics across Enterprise, Commercial, and Channel sales, including quota and territory design, pay mix, accelerators, SPIFFs, and exception governance. • Proven experience with consumption or usage-based pricing models and how to translate them into effective incentive plans. • Strong technical command of Xactly, CaptivateIQ, or comparable ICM platforms, plus advanced modeling skills in SQL, Excel, and BI tools. • Exceptional analytical rigor with experience running complex modeling, scenario analysis, plan ROI and leakage reviews, and commission accrual modeling under ASC 606. • Experience operating in a pre-IPO or newly public environment, with familiarity building SOX-compliant compensation controls and supporting external audits. • Strong stakeholder management and influencing skills; comfortable advising C-suite and navigating matrixed organizations without direct authority.

🏖️ Benefits

• 100% employer-paid medical insurance • Generous paid time-off policy (PTO), plus paid sick time, inclusive parental leave policy, holidays, and volunteer days off • RSU stock grants* • Professional development and training opportunities • Company virtual happy hours, free food, and fun team-building activities • Monthly cell phone stipend • Access to an innovative mental health support platform that offers personalized care and resources in areas such as: therapy, coaching, and self-guided mindfulness exercises for all covered employees and their covered dependents.