Director - Compensation Administrator, Digital Sales

Visa•San Francisco, CA

4d•Hybrid

About The Position

The Global Digital Sales team is a new team responsible for building out a digital response and sales coverage engine supporting multiple digital sales centers, enabling Visa to accelerate growth, leveraging continuous innovation with an optimized sales model while building deeper relationships with our customers. We are seeking a detail-oriented and strategically minded individual to oversee Digital Sales Compensation Operations to support our growing organization. This role serves as a strategic enabler of Digital Sales growth, responsible for architecting and optimizing global sales incentive programs that align with business priorities and drive performance. The ideal candidate will bring a blend of analytical rigor, strategic thinking, and operational excellence to ensure governance, and deliver insights that shape go-to-market effectiveness. Performance Management & Executive Reporting Oversee monthly and quarterly performance management processes, including attainment tracking and payout readiness. Deliver executive-level reporting and insights on sales performance, plan effectiveness, cost of sales, and incentive ROI. Translate performance data into recommendations for leadership decisions. Sales Incentives & Contests Define the strategy and governance for sales contests and short-term incentives. Ensure contests support strategic priorities, are financially sound, and comply with internal policies. Review and approve contest structures, budgets, and outcomes. Financial Partnership & Controls Serve as the primary liaison with Finance on compensation expense, accruals, forecasting, and reconciliation. Ensure accurate reconciliation of quotas, targets, payouts, and financial reporting. Establish internal controls and audit-ready processes for compensation administration. Organizational Leadership & Scale Build, lead, and develop the sales compensation team as the business scales. Define operating models, processes, and systems to support growth and complexity. Drive automation and system improvements (e.g., compensation platforms, reporting tools). Cross-Functional Leadership Partner with HR on role design, job architecture, and incentive alignment. Collaborate with Legal and Compliance as needed to ensure programs meet regulatory and contractual requirements. Influence senior stakeholders without direct authority. Key Responsibilities: Strategic Leadership & Ownership: Own the global Digital Sales compensation strategy and roadmap, ensuring alignment with digital sales growth objectives and go-to-market strategy. Act as the executive-level advisor to Sales Leadership on compensation design, quota setting, and performance incentives. Evaluate external market trends and internal performance data to evolve compensation programs over time. Lead compensation governance, including approval frameworks, change management, and executive sign-off processes. Ensure all plans are compliant with corporate policies, legal standards, and local regulations across markets, and maintain robust documentation and governance frameworks for approvals, exceptions, and audits. Plan Design, Target Setting & Quota Governance Lead the end-to-end design and annual refresh of sales compensation plans across roles and segments. Partner with Sales, Finance, and Digital Sales Leadership to establish quota methodologies and target-setting frameworks. Ensure consistency, equity, and scalability in quota and target allocation. Approve exceptions and oversee change control for quotas and compensation plans. Launch, manage, and govern Digital Sales Contest and supporting programs. Operational Execution Partner with key cross functional partners to establish end-to-end processes ensuring accurate data flow between CRM, compensation tools, and payroll systems, with strong controls for deal audit and compliance. Monitor compensation program effectiveness, identify data integrity issues, and drive continuous process improvements. Issue Resolution & Support Serve as the primary point of contact for SIP-related inquiries and escalations. Troubleshoot discrepancies in data, calculations, or plan interpretation, working with relevant teams to resolve issues. Ensure timely and clear communication to impacted stakeholders. This is a hybrid position. Expectation of days in the office will be confirmed by your Hiring Manager.

Requirements

10 or more years of work experience with a Bachelor’s Degree or at least 8 years of work experience with an Advanced Degree (e.g. Masters/ MBA/JD/MD) or at least 3 years of work experience with a PhD
Demonstrated ability to manage cross-functional projects involving Sales, Finance, HR, and Operations.
Experience designing and implementing global incentive programs across multiple regions.
Excellent communication and presentation skills.
Strong attention to detail and organizational skills.
Ability to work independently and as part of a team in a fast-paced, dynamic environment.
Strong executive presence and experience partnering with VP and C-suite leaders.
Advanced analytical, financial modeling, and communication skills.
Experience leading teams and scaling programs in growing organizations.
Experience supporting a sales organization.
Strong program/project management skills & strong facilitation skills.
Ability to effectively navigate and lead others in an ambiguous environment to achieve high levels of performance and deliver sustainable value to the organization by holding yourself and others accountable.
Strong relationship-management skills and ability to communicate effectively, and collaborate with, senior-to-exec management.
Strategic, analytical thinker who consistently challenges the status quo and constructively challenges the team to aim for higher ground, change agent.

Nice To Haves

12 or more years of work experience with a Bachelor’s Degree or 8-10 years of experience with an Advanced Degree (e.g. Masters, MBA, JD, MD) or 6+ years of work experience with a PhD

Responsibilities

Own the global Digital Sales compensation strategy and roadmap, ensuring alignment with digital sales growth objectives and go-to-market strategy.
Act as the executive-level advisor to Sales Leadership on compensation design, quota setting, and performance incentives.
Evaluate external market trends and internal performance data to evolve compensation programs over time.
Lead compensation governance, including approval frameworks, change management, and executive sign-off processes.
Ensure all plans are compliant with corporate policies, legal standards, and local regulations across markets, and maintain robust documentation and governance frameworks for approvals, exceptions, and audits.
Lead the end-to-end design and annual refresh of sales compensation plans across roles and segments.
Partner with Sales, Finance, and Digital Sales Leadership to establish quota methodologies and target-setting frameworks.
Ensure consistency, equity, and scalability in quota and target allocation.
Approve exceptions and oversee change control for quotas and compensation plans.
Launch, manage, and govern Digital Sales Contest and supporting programs.
Partner with key cross functional partners to establish end-to-end processes ensuring accurate data flow between CRM, compensation tools, and payroll systems, with strong controls for deal audit and compliance.
Monitor compensation program effectiveness, identify data integrity issues, and drive continuous process improvements.
Serve as the primary point of contact for SIP-related inquiries and escalations.
Troubleshoot discrepancies in data, calculations, or plan interpretation, working with relevant teams to resolve issues.
Ensure timely and clear communication to impacted stakeholders.