Director, Global Sales Compensation

About the Role

We are hiring a Director of Sales Compensation to lead our global incentive design, governance, and operations for our enterprise GTM motion. Fivetran values clear ownership, operational excellence, and long term thinking. You will report to the VP, Finance & Strategy and partner closely with Sales, Sales Ops, HR, Legal, and Finance. We expect a hands-on leader who is as comfortable building models as they are coaching the team and influencing executive decisions.

This is a full-time, hybrid position based out of our Oakland or Denver offices. Our hybrid model includes two days per week in office to connect and build as a team.

What You’ll Do

• 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.

• Serve as a strategic advisor to GTM and Finance senior leadership, presenting data-driven tradeoffs and recommendations to the Sales Compensation Committee.

• Modernize compensation operations by driving AI automation, governance, and scalable execution within Xactly or equivalent systems.

• 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, as well as SOX-ready controls to support IPO readiness and external audits.

• Design and run 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.

• Run quarterly plan reviews and provide ongoing reporting to Sales, Finance, and HR on attainment, payouts, and behavioral signals.

Skills We’re Looking For

• 10+ years of experience in sales compensation, sales strategy, or related analytical function; significant experience designing and operating global incentive programs at enterprise scale.

• Minimum of 5 years of people management experience building and scaling compensation teams.

• 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 or other commission automation 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.

• Strong stakeholder management and influencing skills; comfortable advising C-suite and navigating matrixed organizations without direct authority.

Bonus Skills

• Direct experience at a high growth SaaS company undergoing product or pricing transformation.

• Hands on experience integrating AI or automation to improve compensation transparency and forecasting.

• Familiarity with international pay compliance and tax considerations for variable pay.

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