Director of Global Sales Compensation Strategy

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Director of Global Sales Compensation Strategy at Instructure, leading global sales compensation programs and frameworks for $1B revenue growth.

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

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)

Competitive compensation, plus all full-time employees participate in our ownership program - because everyone should have a stake in our success.
Flexible work culture. Our remote, hybrid and in-office collaboration spaces vary by role, team and location.
Generous time off, including local holidays and our annual “Dim the Lights” period in late December, when teams are encouraged to step back and recharge based on departmental needs.
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