Senior Director, Sales Compensation
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Job Description
Senior Director owning sales compensation strategy and operations at Presidio, a provider of AI, cloud, cybersecurity, and IT solutions. Designing plans, leading teams, and modernizing incentive analytics.
Responsibilities:
- Own the annual sales compensation planning cycle, including plan design, quota-setting alignment, documentation, approvals, and rollout
- Design incentive structures including accelerators, SPIFs, recurring-revenue credit, overlay, and specialist plans
- Partner with Sales Leadership and FP&A to align incentive spend with revenue and margin targets
- Benchmark plans against market and peer data
- Establish compensation policies, approval workflows, and dispute-resolution protocols
- Ensure compliance with wage/hour, pay-transparency, and pay-equity regulations
- Own SOX-adjacent controls, audits, documentation, and audit trails
- Lead and develop the sales compensation team
- Oversee commission and bonus calculations, accruals, journal entries, and reconciliations
- Own the compensation technology roadmap, including ICM configuration, automation, and CRM/ERP/HRIS integration
- Deliver executive dashboards and insights on plan performance, pay mix, incentive ROI, and quota attainment
- Model financial and behavioral impacts of proposed plan changes
- Advise Sales, Finance, and HR on new-hire plans, promotions, terminations, exceptions, and M&A/territory integration
- Partner with Sales Operations on territory and quota design
- Review commission runs and reconciliations before payroll submission
- Adjudicate escalated compensation disputes
- Present sales compensation scorecards to Finance and Sales leadership
- Participate in annual quota-setting, territory-design, and budget-planning cadences
Requirements:
- Bachelor’s degree in Finance, Accounting, Business, or related field
- 15+ years of progressive experience in sales compensation, sales finance, or total rewards, including people-management experience
- Demonstrated experience designing and administering sales incentive plans in a technology or professional/managed services environment strongly preferred
- Deep expertise in Incentive Compensation Management platforms; Xactly Incent strongly preferred
- Advanced Microsoft Excel, including complex modeling, pivot tables, and array/lookup formulas
- Comfort with BI and visualization tools such as Power BI or Tableau
- Understanding of commission accounting fundamentals, including accruals, journal entries, revenue-recognition implications, and reconciliations
- Familiarity with CRM data structures for bookings, quota, and territory data
- Experience evaluating and implementing AI/automation tools for compensation forecasting, anomaly detection, and reporting
- Knowledge of sales compensation plan design principles, including pay mix, leverage, accelerators/decelerators, caps, thresholds, and recurring-revenue crediting
- Strategic thinking connecting compensation design to growth, margin, and go-to-market strategy
- Executive communication and presentation skills for CFO, CRO, and Sales leadership
- Change management and cross-functional influence
- Proven people leadership of compensation or finance professionals
- Negotiation and conflict-resolution skills
- Project-management skills for annual compensation planning cycles
Benefits:
- Remote work
- Reasonable accommodations for individuals with disabilities
- Equal opportunity employment
- Priority referrals for protected veterans
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