Senior Director, Global Sales Compensation
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Job Description
Senior Director leading global sales compensation governance and operations at Fivetran. Collaborating with Sales, Finance, and Legal to drive incentive designs and team coaching.
Responsibilities:
- 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.
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